2016 is almost over. Close out the year on a successful note. Read below for some tips and inspiration to close some deals!
You have taken the time to get to know your customer equipment and finance needs and wants. You feel the excitement. Adrenaline rushes through your body. It’s time to present your proposal. Lay your deal on the table.
- Rehearse: Proper preparation for your proposal includes role-play. This is not the time for improvisation. Be prepared for all possible objections. Consider role-playing the sales appointment with a buddy, your boss or another sales rep. Practice like this is your Carnegie Hall debut, not a sale to the printer across town.
- Recommendation: During your presentation, introduce the lease payments as a daily expense. Also, use the concept of the customer’s return on their investment. Now is not the time to remind your customer about the total cash purchase price. Discuss the daily lease payment, which will allow customers to add helpful equipment accessories and software when they do not have the cash to purchase the extras. Extras increase your sale and only add pennies to the customers daily lease payment.
- Relate: Compare your customer’s current daily lease payment to your proposed and more affordable daily investment. You structured the lease to improve their cash flow. Their new lease payment is lower than their current payment and the equipment is less expensive to maintain.
- Review: Look at notes from previous customer meetings. Your solutions should solve the problems your prospect faces with their current equipment supplier or leasing company.
- Remove time constraints: Allow adequate time to present your solution and handle customer questions and objections. Never interrupt the presentation to catch a flight home or make your next appointment. Miss the flight or reschedule the second appointment rather than rush your customer. Allow time to properly close the deal.
- Remember: Do not take objections and questions personally. This is business. If you do not know the answer to their lease questions, equipment concerns or service issues, promise to promptly, find the answer.
- Respond: It’s essential to respond to customers objections quickly before fears and doubts develop. Always tell your prospect when you will return with answers to their questions.
- Relationship: People buy from people not brochures. Develop a trusting relationship with your prospect. Trust requires mutual respect.
You should know the easy compromises that you are empowered to make on the spot. However, depending upon the situation, you might want to defer to your business partner or manager before closing the sale the same day as the presentation.
In the heat of the moment, even seasoned negotiators give away too much and later regret their quick decision.
Compromise and concessions may be necessary before the deal is done. However, you have a fabulous foundation. You allowed time to develop a strong customer relationship. You are a problem solver. You are not someone who tries to talk customers into things they don’t need, want or can’t afford.
You are sales professional.
Mary Redmond is a top-rated female professional speaker, author, consultant and business coach. She is a negotiation and body language expert that instills confidence, inspiration and expert knowledge that sets up her audiences for success!