It is believed that closing requires 30% skills and 70% positive headspace or intention. If you have successfully completed the necessary steps of the sales process (built a relationship, completed a “discovery” and offered a product or service that will meet their need), then closing is part of a natural process.
Before asking for the order review the customer’s present situation and desired situation and revisit your solution. Remember customers/clients do not buy products or services.
The purpose and value of sending a follow–up e-mail or letter after a phone conversation or meeting is to:
- Continue to build trust
- Confirm you understand their interests
- Outline the next step
Note – After one day, people remember 60% of the content of a meeting and after 3 days remember only 10%.
The value of developing a clarity of offering statement is to have an introduction that is clear concise and leaves a hook.
It makes a distinction between you, your product or service and other people in your field.
Develops interest from the customer/client so that they will respond with a question – ‘Tell me more?” – “What do you mean by that? “ or “Can you give me an example?’
Allows you to engage in conversation.
The key is to present a statement that does not outline what you “do” but rather what your customer/client “receives” after purchasing your product or service.
