Wednesday, January 22, 2014

SG Sales Guru: Closing - no choice is the best choice

While supporting the sales preview of a client earlier this evening, the client had printed out a set of flyers promoting the sale of his next project. The client's plan was to distribute the flyers together with the sales materials during the current presentation.
Thankfully, we caught it in time and advised the client against this. The reason is simple. Choices should only be introduced to aid in the closing of a sale. For example, having an entry level model. Adding choices unnecessarily will only "confuse" the client and this confusion will your sales team's ability to close.

In sales previews, we always advise clients to be focused. If there is a "next project", the client should collect contact details via which he can then follow-up after the event. At the very least, the distribution of the flyer should be done as participants are leaving the sales preview. In this instance, the prospect would likely not be a buyer and approaching him with a "next project" would not adversely impact the closing rate.
So in short, by limiting the options you present and focusing your selling efforts, you will increase your chances of closing.

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