Use Tie Downs to Double Your Close Rate

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Use Tie Downs to Double Your Close Rate

Written by Mike Brooks

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6 Steps to Closing a Sale

When I'm driving to an a appointment I'm not listening to the radio, I'm imagining how the sale is going to end up, me closing the sale. When I arrive at the appointment I sit in my car for a few minutes, close my eyes and visualize every thing happening just as I want it to. I see the prospect approving the contract, giving me the check and us shaking hands and smiling.

{mosimage}When it comes to closing a sale do you really know how to close? Do you freeze up afraid to close or don't know what to say? Do you know how and when to close a sale or even if the prospect is interested in your product? Well, read on and I'll share with you six ways to overcome these common challenges and increase your closing ratio.

Your Attitude Makes a Huge Difference

Before going to any appointment get yourself in the right frame of mind. Go in with the attitude that you will close the sale.

If your attitude going in is negative you might as well get back in your car and go home.

ABC - Always be Closing

Be prepared to close the sale at any time. Be ready to close when you walk in the door. The sales process doesn't have to continue through all the steps. You can close a sale at any time.

I have seen many salespeople with a prospect who is ready to buy, money in hand, waving it in the air, however, the salesperson stops them and says wait, I haven't finished my presentation yet, let me tell you how great I am.

They've been taught to go through all the steps so they keep talking and many times talk themselves out of a sale.

At any point during the sales process the prospect is ready to buy...close the sale.

Understanding What They Want and Need

"Closing is the process of helping people make decisions that are good for them"

Closing a sale begins when you qualify the prospect. Make sure you are qualifying every prospect thoroughly. Determine their emotional wants and their motives.

It's at this stage the prospect will tell you their hot buttons and give you the road map to close them. Also they will become comfortable with you and by showing an interest in their needs you will set your self apart from all the other salespeople.

How to Recognize Buying Signs

Buyers will often give you signs they want what you're selling. These signs can either be verbal or visual. Let's start with the verbal.

A buyer may start asking more questions. They nod their head in agreement. They require more in depth information. They start talking about how things will be when they own the product.

Some visual signs to watch for are a smile, a raising of the eyebrows or moving closer to you so they can see better. If it's a couple they may show more affection or they may look at each other in a certain way.

When you have memorized your presentation you can be more aware of these buying signs and your closing ratio will increase dramatically.

When you know what you are going to say and don't need to think about it, your sales will increase dramatically because you can sit back and watch their body language and buying signals and you'll know when they're ready to buy.

How to Make the Decision to Close the Sale

When you have qualified the prospect properly, the buying signs are there and you know they want to buy, make the decision that the best thing for them is to buy.

Then focus your attention on talking about the things they like or feel are important as you close the sale. Put your personal feelings about your product or service aside and focus on the buyer.

Assume the Sale

If you've done everything right and the buying signs are there, assume the sale and begin filling out the order or what ever the next step is. Keep moving ahead until they stop you. If you did your job and your closing the sale at the right time, they won't stop you.

One of the biggest drawbacks inside sales reps have to deal with is not being able to see the visual cues of their prospects and clients. Working on the phone requires superior listening skills, and you can develop them much quicker if you get in the habit of using tie downs.

Double Closing Rate
Tie downs give you a lot of valuable feedback as to where your prospect or client is in terms of the sales process, but they also allow you to control the call, develop a yes momentum, and they give you an idea of how close - or far away - you are from the deal. Use the following tie downs during your sales presentation and watch your confidence, control, and closing rate double!

"Does that make sense?"

"Do you agree with that?"

"And that's a nice feature, isn't it?"

"I'm sure you can see how that would work for you, right?"

"That's powerful, isn't it?"

"Do we have an agreement?"

"You feel that way too, don't you?"

"Does this help?"

"Can we get this started for you?"

"Wouldn't you?"

"And who wouldn't want that?"

"Isn't that right?"

"Are you with me?"

"You'd have to agree with that, wouldn't you?"

"Make sense?"

"Do you see what I mean?"

"That's what you want to hear, isn't it?"

"Understand?"

"You're with me on this, right?"

"I can't think of a better way, can you?"

"Right?"

"Good solution, right?"

"Agreed?"

"Sound reasonable?"

"Got it?"

"You would, wouldn't you?"

I think you'd agree that by using tie downs you'll get a lot more information and direction from your prospects during a close, won't you? (a shameless tie down, wasn't it?). Try any of these and see for yourself how much easier it is to close when you have the valuable feedback tie downs provide you with.

Get more scripts and techniques by purchasing my All-New book, "The Ultimate Book of Phone Scripts." Click here.

Mike Brooks
		About the author:
		With over 20 years of inside sales closing experience, Mike Brooks has been billed nationwide as Mr. Inside Sales. Once a bottom 80% producer, Mike learned and perfected the skills of Top 20% producers and became the number one sales rep out of 5 Southern California branch offices. Author of the hot new book,The Real Secrets of the Top 20: How To Double Your Income Selling Over the Phone, Mike's proven techniques, strategies and skills are used successfully by companies in industries such as securities sales, high-tech sales, pharmaceuticals, equipment leasing and other business to business applications. Mike combines proven, current tactics and skills with personal experience to provide a motivational and practical presentation. .