Here’s a great way to “test close” your client. Most people, when it comes time to “close,” meaning asking for the sale, asking for the number, or asking for the date, get nervous.
Because one simple “no thank you,” can destroy their efforts.
However, here’s a quick way to “test close” and see how “ready” the person is. If they’re ready, you can close with confidence knowing they’ll say yes. If they’re not ready, you just keep on talking until they are.
Halfway through the pitch, say something like this:
“Now, I don’t know if you’re ready to buy this, but check out this feature…”
Two things are crucial.
First is when you go over the “ready to buy this..” part, DON’T stop and look at them, don’t make it seem like that’s the most important part of the sentence (which it is), just roll right over it like it’s no big deal. Then make it SEEM LIKE the crucial part of the sentence is the feature or benefit or whatever it is you’re going to say next.
The second crucial element is you’ve got be looking at them when you say it, and quickly judge their facial expression and body language in response to that part of the sentence.
If their facial expression changes slightly toward a “happier” expression, or of their body language slightly changes to a more open posture, they’re ready to buy.
If it seems like they’re pretty close, just flat out ask them:
“Look, I don’t want to waste any time. If I can get rid of any reservations you may have at this point, are you ready to sit down and talk price?”
If they look like they just ate a lemon, then they have some objections you haven’t addressed. A good idea would be to stop, and flat out ask them what they are. It may seem abrupt, but they’ll actually give you credit for “reading their minds.”
You can say something like this:
“Now, let me stop and ask you something. I sense that we’re not going in the direction you want to. What reservations do you have at this point? I’d like to help you get what you need, and I get a sense that I’m making some mistakes here.”
That way, you take responsibility for their objections, and don’t put it on them like most salespeople do.
Try this out, and see what happens.