TIME TO THINK CLOSE
This close should not be confused with the TIME TO THINK ABOUT IT CLOSE.
With the Time to Think Close the salesperson should not go for the sale immediately, but rather give them time to think. The salesperson should also advise the prospect they probably need time to consider the offer made to them.
The salesperson should also remember the seller/buyer relationship is vitally important and should be nurtured no matter how strong it may appear to you.
This close should be considered when the salesperson can see that their prospect/client are not going to decide now, and if they do and if their prospect/client makes a wrong decision now could affect the chances of making sales to them in the future.
However, there are also the times, that if you give your prospect/buyer a few minutes to consider the benefits and think it right to add in a last minute “sweetener,” they may wave the need to think things over and decide on the day.
At other times the salesperson may need to combine this close with setting up the another meeting to smooth things over and rekindle the sale, where the salesperson might be able to close the sale in a more constructive and permanent way.
Use this when:
• Whenever the salesperson can see that the prospects are not going to decide now.
• Whenever the seller has set up sufficient tension with that prospect and the seller is reasonably convinced that the prospect/buyer will certainly consider the offer in earnest and are relatively likely to come back.
• Whenever the salesperson is given some more time to consider things, and it is more than likely that they will buy, because, at present they may be going through a budgetary period and their funds may be low.
• Whenever the seller deems the relationship is important to both parties, and by the prospect/buyer making a decision right now could affect the chances of making more sales to them in the future.
• Whenever the salesperson does not need to make the sale on the day primarily because the seller has made their quota for the month and the sale could easily roll over into the next month.
At other times when the seller combines this closing style with setting up a future meeting. Here are a few ways this could be done:
• “I know this is an important decision for you and I think you need some time to consider how important this decision is. Would it be better for you if we discussed the details the next time I see you?”
• “I can see you are thinking carefully about this decision. Would you prefer I came back next week to see how you’re progressing then?”
In sales, once the seller/buyer relationship it is important that it be maintained. Good relationships are important as not only do they potentially foster more sales, but also (and more importantly) a good seller/buyer relationship is very important as it consolidates a win/win scenario for now and into the future. It is therefore never a good idea to encourage a decision when the prospect may not be ready and may have regrets later about that decision.
Offering the prospect/buyer time to think, or alternately reappointing to another day, could prove to be more than a pleasant surprise for them, especially if they were expecting a harder style of sell from the salesperson.
Selling hard is not usually a good idea and generally sets up some form of tension, and tension either in selling (or in life in general for that matter), is generally never a good idea.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies over 48 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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