Are You Truly Closing Out Your Sales Pitches?

There are so many aspects of making a successful sale that it can be difficult to know which one to focus on the most.

The preparation, the research, and the actual pitch are all important, but what really counts is the close. Closing a sale means sealing the deal and earning the money, but too often, business owners don't know how to effectively make this happen.

As a result, their advertising, marketing, and research efforts end up wasted.

Think of a Sales Close Like a Proposal

When you court someone in a relationship, you're selling yourself.

From the first encounter to the first date and then on through to the proposal and marriage, or sale, you have to take steps to get the other individual to not only see the value in a serious relationship with you, but you also have to deal with certain barriers.

For example, if someone in whom you're interested isn't exactly into someone who is short, you have to overcome that barrier by accentuating other aspects of who you are and what you have to offer, such as your sense of humor, your giving nature, or your ability to take on new challenges with ease.

Matching Commitment Levels

To take things a step further, you also have to match commitment levels.

In the article, "Popping the Question - Ensuring a Good Close Ratio," the author uses the marriage-sale analogy to demonstrate that both parties have to be committed in both a marriage and a business relationship.

Now, this commitment levels changes over time and with effort.

You wouldn't go out on a first date and expect the other person to agree to a marriage proposal, right? Well, it's the same thing in making a sale.

Throughout each step of the sales process, you need to lead the potential customer at whatever commitment level they are at without expecting any more at the moment.

Sealing the Deal

Once you've reached the final commitment stage, you can close by showing the potential customer that you are a larger benefit than a cost.

This should be done incrementally over the lifespan of the sales process, but when you hit that final stage, the potential customer should already be willing to make a purchasing decision.

A customer who is still unsure may need to be walked back, or, if you're finding yourself facing too many customers who are unsure, then you may need to reevaluate your funnel offers and strategies.

Just like in a marriage proposal, you need to be sure that the other person is committed before popping the question.

The same is true in closing a sale.