fbpx
SME Toolkit Caribbean Logo
No Result
View All Result
  • Contact
  • Starting Up
    • All
    • Business Planning
    • Starting a Business
    business owner surprised at start up business mistake

    A Brave New Entrepreneur for A Brave New World

    business checklist of things to look out for

    Things Entrepreneurs Should Watch Out For

    step by step business plan creation

    A Great Business Plan

    businessman using calculator seated at a table with spreadsheets

    Commingling – The New, ‘Dirty’ Word in Banking

    two young business owners give high five after they set up business

    How to Start a Business in Ghana

    entrepreneurs successfully open their business

    Top 10 Dos and Don’ts for Entrepreneurs

    business owner surprised at start up business mistake

    Start-Up Mistakes

    Building Your Business Series – Part 1

    Building Your Business Series – Part 1

    Building Your Business Series – Part 2

    Building Your Business Series – Part 2

  • Managing Growth
    • All
    • Accounting & Finance
    • Operations & Technology
    • People & Culture
    • Planning for Growth
    • Sales & Marketing
    finding business location on map online

    Business Location and Leasing Rules

    business owner thinking of expanding their business

    Rules for Business Expansion

    business owner holding ipad with cash flow icons floating

    Managing Your Cash Flow to Help Your Business Grow

    A businessman presenting in front a diverse group of professionals

    The Creditworthiness of Your Business

    A businesswoman selecting a Mortgage Approved business concept on a futuristic portable computer screen

    How Bankable is Your Business?

    employees give high five in office

    Ways to Motivate Key Employees: Reward and Recognition

    business owner facing problems

    Common Business Problems and Basic Rules to Handle Them

    business owner making cold calls

    Making Cold Calls

    section of a printed job description

    Creating an Effective Job Description

  • Scaling Up
    • All
    • Growth Finance
    • Operations & Technology
    • People & Culture
    • Planning for Scale
    • Sales
    Get Ready to Sell Online

    Get Ready to Sell Online

    young business woman sitting on sofa planning her insurance

    Top 10 Do’s and Don’ts of Insurance

    Insurance Coverage for Small Businesses

    Insurance Coverage for Small Businesses

    Effective Strategies for Closing the Sale

    Effective Strategies for Closing the Sale

    Guide to Preparing Your Cash Flow Projection

    Guide to Preparing Your Cash Flow Projection

    Creating a Business-Friendly Environment – Part 2

    Leading with Integrity; Leading by Example

    Integrity and the Entrepreneur at Work

    Integrity and the Entrepreneur at Work

    Creating a Business-Friendly Environment – Part 2

    Creating a Business-Friendly Environment – Part 2

    Creating a Business-Friendly Environment – Part 2

    Creating a Business-Friendly Environment – Part 1

  • COVID-19 Resources
    • All
    • Accounting & Finance
    • Business Planning
    • Managing Growth
    • Starting Up
    Stay Connected

    Staying Connected in the New Normal

    Rediscovering the leader

    Rediscovering the Leader From Within

    Personal Brand Development: What’s Your Story?

    Personal Brand Development: What’s Your Story?

    Customer Focus

    How Customer Focus Can Drive Innovation

    fair leadership

    Fairness in Leadership

    Coping with Covid

    Coping with COVID-19

    Online only

    Can Caribbean Banks Embrace Online Banking Only?

    business checklist of things to look out for

    Things Entrepreneurs Should Watch Out For

    business owner surprised at start up business mistake

    Start-Up Mistakes

  • Webinars
    • Home-Owner’s Guide To Securing A Mortgage
    • Getting Business Credit From Your Bank
    • Succeeding in the Low Touch Economy
    • Get Going With Ecommerce
    • Mindset To Success
  • Sustainable Development
    • Building Resistance to Disruption
    • Creativity and Sustainable Societies
  • Business Videos
SME Toolkit Caribbean Logo
  • Starting Up
    • All
    • Business Planning
    • Starting a Business
    business owner surprised at start up business mistake

    A Brave New Entrepreneur for A Brave New World

    business checklist of things to look out for

    Things Entrepreneurs Should Watch Out For

    step by step business plan creation

    A Great Business Plan

    businessman using calculator seated at a table with spreadsheets

    Commingling – The New, ‘Dirty’ Word in Banking

    two young business owners give high five after they set up business

    How to Start a Business in Ghana

    entrepreneurs successfully open their business

    Top 10 Dos and Don’ts for Entrepreneurs

    business owner surprised at start up business mistake

    Start-Up Mistakes

    Building Your Business Series – Part 1

    Building Your Business Series – Part 1

    Building Your Business Series – Part 2

    Building Your Business Series – Part 2

  • Managing Growth
    • All
    • Accounting & Finance
    • Operations & Technology
    • People & Culture
    • Planning for Growth
    • Sales & Marketing
    finding business location on map online

    Business Location and Leasing Rules

    business owner thinking of expanding their business

    Rules for Business Expansion

    business owner holding ipad with cash flow icons floating

    Managing Your Cash Flow to Help Your Business Grow

    A businessman presenting in front a diverse group of professionals

    The Creditworthiness of Your Business

    A businesswoman selecting a Mortgage Approved business concept on a futuristic portable computer screen

    How Bankable is Your Business?

    employees give high five in office

    Ways to Motivate Key Employees: Reward and Recognition

    business owner facing problems

    Common Business Problems and Basic Rules to Handle Them

    business owner making cold calls

    Making Cold Calls

    section of a printed job description

    Creating an Effective Job Description

  • Scaling Up
    • All
    • Growth Finance
    • Operations & Technology
    • People & Culture
    • Planning for Scale
    • Sales
    Get Ready to Sell Online

    Get Ready to Sell Online

    young business woman sitting on sofa planning her insurance

    Top 10 Do’s and Don’ts of Insurance

    Insurance Coverage for Small Businesses

    Insurance Coverage for Small Businesses

    Effective Strategies for Closing the Sale

    Effective Strategies for Closing the Sale

    Guide to Preparing Your Cash Flow Projection

    Guide to Preparing Your Cash Flow Projection

    Creating a Business-Friendly Environment – Part 2

    Leading with Integrity; Leading by Example

    Integrity and the Entrepreneur at Work

    Integrity and the Entrepreneur at Work

    Creating a Business-Friendly Environment – Part 2

    Creating a Business-Friendly Environment – Part 2

    Creating a Business-Friendly Environment – Part 2

    Creating a Business-Friendly Environment – Part 1

  • COVID-19 Resources
    • All
    • Accounting & Finance
    • Business Planning
    • Managing Growth
    • Starting Up
    Stay Connected

    Staying Connected in the New Normal

    Rediscovering the leader

    Rediscovering the Leader From Within

    Personal Brand Development: What’s Your Story?

    Personal Brand Development: What’s Your Story?

    Customer Focus

    How Customer Focus Can Drive Innovation

    fair leadership

    Fairness in Leadership

    Coping with Covid

    Coping with COVID-19

    Online only

    Can Caribbean Banks Embrace Online Banking Only?

    business checklist of things to look out for

    Things Entrepreneurs Should Watch Out For

    business owner surprised at start up business mistake

    Start-Up Mistakes

  • Webinars
    • Home-Owner’s Guide To Securing A Mortgage
    • Getting Business Credit From Your Bank
    • Succeeding in the Low Touch Economy
    • Get Going With Ecommerce
    • Mindset To Success
  • Sustainable Development
    • Building Resistance to Disruption
    • Creativity and Sustainable Societies
  • Business Videos
No Result
View All Result
SME Toolkit Caribbean Logo
No Result
View All Result
Effective Strategies for Closing the Sale

Effective Strategies for Closing the Sale

Adapted From Content Excerpted From The American Express® Open Small Business Network

0
SHARES
ShareTweetLinkedinMail

Closing a sale — getting your prospect to say yes — can sometimes be as easy as asking for it. Once you’ve laid the foundation by qualifying your prospect, discovering their needs, and showing how your product/service meets those needs, it’s time to ask for the order. These tips can help you make this process easy and natural.

Lay the Proper Groundwork

If, in your sales process, you have found out what their needs are and have helped them to recognize that what you are selling is meeting their needs, a “close” should not be necessary. If you are frequently wondering how to close, you should probably examine your methods for uncovering your customer’s needs and demonstrating the benefits of your product or service.

Reach the Decision Maker

Make sure you are speaking with the person who makes the buying decisions. Sometimes a person won’t say “yes” to your product or service because they’re not authorized to do so. If this is the case, find out if there is anybody else that gets involved in this decision that your prospect recommends you speak with.

Provide a Deadline

If you have a customer who is vacillating, one way to close is to tell them that your service will not be available past a certain date. For example, if a client says they are interested in hiring your firm but cannot make a commitment, set a deadline date or say that you will be unavailable for a certain amount of time. This is high risk because it can mean that you won’t work with this client in the near future. However, it will also separate live prospects from prospects who are likely to drag on forever without making a decision. Forcing a decision, one way or the other, is good for your business. If they decide not to buy, it frees you to pursue other business.

Work Back From the Date They Need It

Find out when your customer needs the product or service you are selling and then work back from that date to make a case for why closing now is important. For instance, if you are a PR firm, you would want to know when your prospect intends to introduce their next product. You could then explain why they would need to hire you now to ensure their press efforts are a success.

Use the Threat of a Price Increase

If your business plans to raise prices in January, start calling people in October to get them to buy before the price increase occurs. Positioning here is critical – remember that you are calling to provide a service to your prospect, not to intimidate them into buying. Not only will this help you close, but your prospects and clients will appreciate the advance notice.

Talk About the Implication of Not Moving Forward on a Sale

Ask them questions in order to get them to say what it would cost them if they didn’t buy your product — a disaster without insurance, a car accident because of a lack of a tune-up or new tires, an off-base product launch because of a lack of market research. Cost can be financial, time, reputation, among other things.

 

Copyright © 1995-2016, American Express Company. All Rights Reserved.

How useful was this post?

Click on a star to rate it!

Related Articles

Related Posts

Get Ready to Sell Online
Sales

Get Ready to Sell Online

August 14, 2020
young business woman sitting on sofa planning her insurance
Operations & Technology

Top 10 Do’s and Don’ts of Insurance

September 16, 2019
Insurance Coverage for Small Businesses
Growth Finance

Insurance Coverage for Small Businesses

September 16, 2019

Must Read Articles

Episode 8: Get Organised for the Future
Business Bites

Episode 8: Get Organised for the Future

December 10, 2020
Episode 7: Pitfalls to Avoid While Your Business Grows
Business Bites

Episode 7: Pitfalls to Avoid While Your Business Grows

December 10, 2020
Episode 6: Best Advice for Young Businesses
Business Bites

Episode 6: Best Advice for Young Businesses

December 10, 2020
Episode 5: Plan for the Worst Case Scenario
Business Bites

Episode 5: Plan for the Worst Case Scenario

December 10, 2020

Popular

Business Bites

Episode 8: Get Organised for the Future

December 10, 2020
Business Bites

Episode 7: Pitfalls to Avoid While Your Business Grows

December 10, 2020
Business Bites

Episode 6: Best Advice for Young Businesses

December 10, 2020
Business Bites

Episode 5: Plan for the Worst Case Scenario

December 10, 2020
Business Bites

Episode 1: Planning for Risk in the New Environment

December 10, 2020
Next Post
Insurance Coverage for Small Businesses

Insurance Coverage for Small Businesses

Business Stage

  • Managing Growth
  • Starting Up
  • Scaling Up
  • COVID-19 Resources
  • Business Bites

Key Topics

  • Accounting & Finance
  • Business Planning
  • Operations & Technology
  • People & Culture
  • Planning for Growth
  • Sales & Marketing
  • Starting a Business

Additional Links

  • Webinars
  • Contact
  • Privacy Policy
  • Terms

© 2021 Republic Bank Limited. All Rights Reserved.

No Result
View All Result
  • Starting Up
  • Managing Growth
  • Scaling Up
  • COVID-19 Resources
  • Webinars
    • Home-Owner’s Guide To Securing A Mortgage
    • Getting Business Credit From Your Bank
    • Succeeding in the Low Touch Economy
    • Get Going With Ecommerce
    • Mindset To Success
  • Sustainable Development
    • Building Resistance to Disruption
    • Creativity and Sustainable Societies
  • Business Videos

© 2021 Republic Bank Limited. All Rights Reserved.

Cookies

We use cookies to improve your browsing experience on our website, to analyse our website traffic, and to understand where our visitors are coming from. By continuing to browse our website, you consent to our use of cookies. Find out more.