There is a very simple method to making your closing of business much easier. However, it is not so simple or easy to execute.
Before I tell you how to do this let me recommend that you consider buying Mack Hanan’s book “Consultative Selling.” This monster book has a method for selling that eliminates the pains of closing the deal. It does so because of the structure of the approach. One other note, this book is not for the faint of heart – it is a much heavier read than most sales books – be prepared to work at getting through it.
How to make closing much easier.
The key to making the close much easier is your relative position to the prospect in the selling effort.
The best position you could probably hold would be a trusted friend with expertise in that area. In other words if you were at expert at that product or service and a trusted friend of the buyer you would probably have the most leverage and the easiest close.
The worst position is as a salesperson calling on the decision-maker. This is a naturally adversarial position. Not only that, but you also have the chore of rising above all the competition.
There is however a third position you can take which is more powerful than that of the “salesperson.” That position is the one of the “problem solver.” The problem solver is seen as someone that is going to help the decision maker achieve a goal or objective.
This is the power of Hanan’s strategy, it starts the conversation with that premise and sells the ROI of the solution not the product or service.
If you can get the prospect to see you as a “problem solver,” someone who is going to help them figure out the best possible way to achieve their goal or objective, you are then in a much more powerful position and your effort to close will be far easier.
This position requires that you develop a great deal of trust with the prospect. The prospect must believe that you will only recommend what is absolutely best for their needs, even if that’s not your solution.
Unfortunately, in this post there isn’t enough space to really teach you how to do it. It took Hanan a whole book. And again I would recommend that book as a great strategy or if not right for your situation a great model from which you could develop such a strategy.
