The Wrap up ( The close of the deal) - Short bursts of Amazing

To reach this point in the process, two things will have to be true


1. You have earned the trust and respect of the customer
2. Our product has proven to be what they want

 Now we are to the step of asking for the money.

The point of this blog has always been the common sense side of selling, with that in mind I will not spend time on "closing techniques" or Word tracks.  I will however offer three simple suggestions that will result in an amazing experience for your customer.

1. KEEP THE NEGOTIATIONS TRANSPARENT

  If there is a manager or other party involved in the process, don't hide that fact.  Let your customer know who they are working with and how the process works.  Failing to do this, will result in the customer feeling "in the dark" and they will end up doubting the wisdom of the purchase.  It will also keep them from putting demands on you that are not possible for you to fulfill.
 If there are conditions attached to the sale make sure they are clear.  If there are additional needs that will have to be met, or equipment that will have to be purchased address it all, be proactive and factual, We worked hard to earn their trust, let's not blow it here.

2. WRITE EVERYTHING DOWN

   Let's commit every facet of the sale to ink.  This step is the one sales people dislike the most, we by nature are not "paperwork" people .  You must work against your instincts to just simply shake their hand and assure them that all will be handled.  Even with the best of intentions if the facts aren't written down, someone will forget or something will get skipped.  When we are looking to be Amazing we have to be on top of the details. 
Continue the trend you started with in the greeting.  We are looking to make this visit a success . Every small detail must be addressed,written down, and confirmed.

3. SHOW SOME GRATITUDE

Now is the time to practice the lost art of saying "Thank You". 
"Mr. Jones, I know you could have spent your hard earned money any where, but I am truly grateful that you decided to spend it with me.  I will work hard to make sure your ownership experience is a pleasant one, and If there is any thing that I can do please don't hesitate to call. "


Sell like your living depends on it
Donnie