Closing - No Tricks Required

So you are hoping for a magic trick to closing? Wouldn't it be so much easier if we could just utter a special phrase that would make our prospects suddenly forget the competition, forget the hard-to-calculate return on investment requirements, and magically say "yes, let's do it"?

All that wondering, will they buy or won't they - out the window. All the worry about making quota - gone. Just use the magic trick!

Well, I'm sorry to say, there isn't a magic trick to closing that you can memorize.

In my experience, if you are selling with your prospect's best interests in mind, closing is the natural next step. No special phrase required. If you aren't, your competition nearly always wins. So maybe there is a magic trick after all! But it's not in closing - it's in how we sell.

Here's my secret to closing: sell differently! And here's how I do it:

1. Gathers the all the information I need to make a strong recommendation that addresses the business challenge plaguing my prospect.
2. Question for the economic return my prospect must have while helping her realize how important this really is to her business. If she can't come up with the economic return on her own, nothing I say or recommend will move her to closing, so forget it.
3. Together with my prospect, outline the critical the timeline she needs to work within - based on her business, not my quota.

Once my prospect and I have done all this, moving forward is a natural next step she wants to take. It works - no tricks required!