The best closing strategy is a good presentation. So here are a few pointers for making your presentation “knock it out of the park”.
Make Them Say “Yes” Throughout Your Demonstration
Ask closed ended, “say yes” questions. Maintain eye contact and nod your head when you do this. When done properly, this will get your prospect in a yes mood.
Explain all of the reasons that your prospect will benefit on all levels from your transaction. When you do this, remember that the most important things to a business owner are:
- To increase profits
- To save time
- To reduce expenses
That’s it – these are the only things a business owner cares about on a logical level. Focus on these three areas, and these three areas only when speaking to a “logically minded” person.
When you focus on these main motives, you won’t have to worry about anything else – you will be speaking the language of the business owner, and they will generally start saying “yes” automatically.
So when it comes closing time, if you have done everything else, the close is just about taking everything to its natural end. In other words, you are only asking for a decision, for finality.
Keep these things in mind during your next presentation.