Don’t close the sale!
When a client agrees to hire you, you might think of it as “closing the sale”. How about “opening the relationship” instead? In fact, the sale is just the beginning of the work of building and nurturing a relationship.
Throughout the process of meeting needs and solving problems for your clients you will be forming bonds that can bring repeat business and strong referrals for years to come.
How do you see the moment when the sale is made? Is it a closing or an opening? What words best convey your hopes for the client relationship?
“I gain commitment from my prospects by answering their questions with value statements, or simply the most direct way of explaining how they get results from working with me. I explain the process starts with me sending them assessment forms, then I ask them, “Would you like to see the assessment forms?” I follow up in a few days if I haven’t heard from them, but that doesn’t usually work. Either they are in or out by that point.” – Kyle Byron, www.kylebyronnutrition.com
“There are so many experts saying ‘Ask for the sale’ but I totally agree with you. Check for consensus not a sale. You want your clients to be totally onboard with your program, not just saying yes under pressure.” – Cathleen Fillmore, www.speakersgold.com
“I slept and dreamt that life was a pleasure. I woke and saw that life was service. I served and discovered that service was pleasure.”
– Rabidranath Tagore, 1913 Nobel Prize for Literature
Feel free to share this post with anyone who might benefit. For a collection of sales tips, visit my website www.bruceharrott.com/tips