Mastering the Art of Closing Sales:
Insights from #ClassyClose Tip #3
In the world of high-end coaching, mastering the art of closing sales is essential for success. Today, I’m excited to share with you the third installment of our #ClassyClose series, where we delve into overcoming common objections with finesse and integrity.
Q: Vanessa, what do you say when someone says “I need to talk to my business partner or spouse”?
A: Let’s break it down step by step:
1. Insist on all parties being present: If this objection is a frequent occurrence, it’s crucial to ensure that all decision-makers are involved from the outset. During the sales process, whether it’s on the application, calendar booking form, or pre-qual call, I always inquire, “Is there another party involved in the decision-making process?” If the answer is yes, I require that they both be present. It’s vital to ensure alignment and mutual understanding from the beginning.
2. Check the prospect’s level of commitment: Before they speak with their spouse, I always check in on how bought-in the prospect is. I ask, “Before you speak with your spouse, on a scale of 1 to 10, how are you personally feeling about moving forward?” This helps me gauge their level of commitment and whether they genuinely want to involve their partner or if it’s just an excuse to delay the decision.
3. Address any doubts or hesitations: If I sense any doubts or hesitations, I address them head-on. I might say, “I’ve usually found that my husband will mirror my conviction level. If he senses any doubt, he’ll mirror that. Curious, do you have any doubt present for you?” This opens up a dialogue and allows me to address any underlying concerns as a trusted advisor.
4. Ensure alignment: It’s essential to ensure that both parties are in agreement and actively seeking a solution. I check, “Are you two in agreement that this is a problem that needs to be solved? Are you both in the mode of seeking a solution? I just want to check-in how much you guys are on the same page.”
5. Book A Meeting From A Meeting: Finally, always aim to book a follow-up meeting if you can’t close on the spot. Never leave the ball in the prospect’s court and keep yourself out of ‘follow-up hell’ by scheduling another appointment to answer questions and close the sale or gracefully call it a no.
Mastering the art of closing sales isn’t just about techniques – it’s about building trust, understanding your clients’ needs, and guiding them towards a decision that’s right for them. Stay tuned for more #ClassyClose tips to elevate your sales game and achieve unparalleled success!
Ready to refine your sales strategy? Let’s connect and explore how we can work together to achieve your goals!
