Don't Be Too Anxious to Close

Have you ever been in a selling situation where you have asked your prospect your first question or two and they give you a buying sign? Usually salespeople are taught to jump in and do a trial close to see if the client buys. We're like a shark that smells blood in the water and move in for the kill and a quick meal. In the sketch above Kermit jumps in the first time he hears the word "here." Turns out that wasn't the time to jump in.

As much as you may want to jump in and close the deal, I say in many cases wait. Ask more questions and get more buying signs. Make sure you understand all the reasons your client has to buy. A shark may want to grab the bait that is surrounded by blood, but what if that bait is attached to a hook and the blood is from chum placed there by fishermen? What if you close the deal after the first buying sign and it turns out there are more reasons to buy that you never uncover? Kermit keeps jumping in on Fozzie but it isn't the right time. Confusion and frustration are the results. 

I suggest getting two buying signs before trying a close. If it works, get the agreement signed and then ask more questions to review why they bought and what other reasons they may have for buying.

If you sell your client and never find out all the reasons they bought your solution, they might be frustrated that it isn't doing all the things they want while you keep thinking that it must bee working okay because your solution satisfies that first buying sign. Since you never uncovered all the reasons the client bought your solution you might also be frustrated, wondering why your client won't renew the contract.

Thanks for reading!
Ev

A Heck of A Nice Guy