1. USING MINI CLOSE SELLING PROCESS

Q: Recently, I attended a sales training that recommended we break down the sales closure into small steps before going for the final deal. I view this with scepticism as it will make closing a deal tedious and may bore the prospect. It enables competitors to catch up and hijack the sales.

What’s your take on this? Slow Coach I use this method, especially when the contract value is huge and involves a number of decisionmakers.

The rationale is that it enables the seller to feel the pulse of the prospect at different stages of the sale and guide him to do the right thing. This is one up against competitors who go for the “kill”.

Bottom Line: Every product has a unique mini-closing process. So, think how you can devise one for your product.

Let’s take my product as an example. I start off by getting them to fill up an enquiry form when they enquire through email or other channels. I call them to touch base, invite them to attend a preview or a coach community meeting to give them an idea of my product. Then, I follow up with them for the final decision.

This should give you an idea on how you can proceed with yours. Powerful Questions:

• What steps do you take in closing your sales?

• How can you make it more attractive for your prospects?

• What small steps will you include in your selling process?

• How will your clients feel when they go through this sales closure process?