Tell me what you believe to be the largest sales obstacle in "Closing the Deal".

Replies to This Discussion

Permalink Reply by Sharon Reid on December 12, 2008 at 4:49pm

Hi!

I own a salon & beauty school and I find that people are scared to make a change in stylists because they do not know what result they will get. A lady said to me yesterday, she wants a change, but she is scared. I think this can really cause a problem when trying to close the sale so to speak. How do you convince this type of person that you pretty much know your stuff and to trust your judgement???

Thanks in advance.

Permalink Reply by William Blaine on December 17, 2008 at 2:13pm

Pierce,
In my experience over the last 15 years working different sales jobs the one thing that stands out to me is what my latest Sales Leader calls "head trash". The idea that you - the salesman - have already decided in your own mind what the customer will say or will actually buy. So many deals go south all because the "belief" of the sales person was skewed and even unjustified because of circumstances or some kind of judgment made about the customer internally. As sales professionals we should be focused on how to serve and meet needs. But too often we make judgment calls about what this person can or cant afford just by looking at them or we simply let them be in control of the conversation and remain oblivious to what options are available. Bottom Line - You have to be in the process and functioning at FULL capacity to start seeing $ales and overcoming the barriers!!

Permalink Reply by Pierce Marrs on January 3, 2009 at 1:03pm

Sharon,

Sorry to be so long getting back to you...I had a chance to speak with some successful Hair Stylists and asked questions about how they got started.

One great response was to make yourself available during times when other stylists are not available. For example; if you find that a lot of stylists are not open on Mondays or in the evenings, use those times as promotions to get people to know you.

I know a couple of Stylists at my church who gives haircuts on a particular Sunday afternoon and they give the proceeds to the Church as their way of contributing to a building fund or missions. They only do this on special occasions but it allows people in the congregation to contribute and give at the same time plus it exposes you to new clients. It is a win/win.

Other ideas would be to offer some type of guarantee...that may be dangerous in your business though.

I hope this helps and I wish you the best.

Pierce
www.slowdownthegame.com
Sharon Reid said:

Hi!

I own a salon & beauty school and I find that people are scared to make a change in stylists because they do not know what result they will get. A lady said to me yesterday, she wants a change, but she is scared. I think this can really cause a problem when trying to close the sale so to speak. How do you convince this type of person that you pretty much know your stuff and to trust your judgement???

Thanks in advance.

Permalink Reply by Nancy Becher on August 6, 2010 at 11:57am

I agree, but my problem is that I THINK I am answering their questions, but perhaps not confidently as I wonder am I or am I giving benefits from my standpoint. Hard to discern sometimes.

Permalink Reply by GREGG PECHMANN on August 6, 2010 at 12:01pm

Couldnt agree more Kirk and Ashley....I want to right to the solution (D personality in high gear). I am learning the 30/70 rule.....a lot of retraining my brain!!!
Ashley Logsdon said:

I agree with Kirk...I'm such an opportunist, I always see more and more things I can do...to the point of overwhelming a potential client. There are so many resources and opportunities I can show to people that I have to really reign in just throwing it all at them at once. I need to work on the give and take--stepping back some and letting them ask instead of dumping it all. I need to take the moments to truly listen with intent on what they are saying!

Permalink Reply by GREGG PECHMANN on August 6, 2010 at 12:03pm

Great points Jory! Thanks for the outline......

Jory Butler said:

Hi Pierce,

There are 4 steps in overcoming the obstacle in CLOSING.
1. Qualification
2. Rapport
3. Education
4. Natural CLOSE.

This is the system I use to check myself throughout the sales process. If I havent qualified them for a product or service, then I am talking the the wrong person. If they just dont have the money or time, I give them resources to help.
If I dont build trust during the rapport stage, then Why would someone want to do business? I then give them the benefits with working with me and educate on my process of service. THEN and only then am I allowed to close. If you skip a step you will know it when YOU ASK FOR THE ORDER. If you missed a step then go back. Mother may I? Yes you may!

Permalink Reply by Scott Doehrman on August 20, 2010 at 10:52am

Nancy,

The method that has worked for me is to just ask, "Why did you contact me? & What exactly do you want me to help with?" This lets the potential client to tell me exactly what I need to say. This keeps me from concentrating on benefits that I think are important but may not be important to the potential client. Another tip that may help you is; restate the issue back to them. If you don't have it correct they will let you know.

Scott Doehrman
www.thefinancecoach.net



Nancy Sherman said:

I agree, but my problem is that I THINK I am answering their questions, but perhaps not confidently as I wonder am I or am I giving benefits from my standpoint. Hard to discern sometimes.

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