We have often spoken about how closing a sale is less about closing techniques employed by the salesperson and more about doing the right things in a process-oriented fashion to move the buying journey along.
In this context, are you as a salesperson planning ahead hand-in-hand with the customer to move from speaking to finalizing the deal? Here is an article on this from one angle. It is natural for a buyer to covet the item being purchased as soon as possible when a sales process is advanced. The customer would like to take possession and begin enjoying the fruits of the purchase. The salesperson would also like to make the sale for revenue, for profit and for the satisfaction that comes with assisting.
However, time-lines and urgency are often not aligned.
Professional salespersons know that they need to anticipate and plan for the each of the next and final steps towards a sale and they need to do this with their customers. Planning alone is fine, but it is not as impactful without the participation of the customer and it being aligned to the customer’s real or perceived benefit.
Understand how you can help the customer buy and then what the itinerary is.
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