You need to focus at least two times in your presentation. When you are making a point and trying to make a persuasive argument – that’s number one. Then, when you ask for a response to your point – that’s number two. Shut-up and get paid is key to mastering your closing technique.
Taking The Pressure Off
If you’re talking to your partner and ask a question, then you answer your own question half way through her answer, you’re annoying (an ass). Your rudeness will probably be overlooked unless you make a habit out of interrupting. In which case, you get an icy stare and perhaps a thrashing.
People that feel compelled to finish sentences for others make assumptions and jump to conclusions with less than complete information. It’s like answering a test question without reading through the whole question. Sometimes you get it right, but at the cost of unnecessarily choosing a poor answer the rest of the time because you missed key information.
Take a sales situation; You’ve made a real estate presentation that has your prospects drooling and foaming at the mouth. A successful close seems imminent. You offer an alternative choice closing question. You suggest writing up the purchase agreement subject to 30 day close without condition, or offer up an alternate that’s a no brainer he can’t say no to. As your client is thinking, you then interject, ” you do want the home don’t you?” The reply, “let me think about it” is the last thing you could hear, because you took the pressure off of your client by breaking the silence.
Everybody Loves to Say Yes So Shut-up and Get Paid Now
It’s human nature to be agreeable when given the opportunity. If your product or service meets the need and you’ve taken your prospects along an exciting emotional journey, they want to be involved in your offering. It’s up to you to help them into it. If you will allow them the opportunity to answer, without interruption, you will be more successful and sell more of whatever it is you sell. It’s not as easy as it sounds. For the next 10 sales presentations you do, I want you to pay attention to whether or not you are helping your customers come up with answers. If you are, its a sign that you are also guilty of talking yourself out of deals. Do you get anxious when a customer hesitates when you ask them the big closing questions? It takes discipline to get beyond that feeling. Once you’ve conquered your tendencies to break the silence, you will then realize more control over the situation. Clients will respect you more and they will be more willing to give you what you want – “Yes”!, followed by their autograph on your order form.
Summing Up Shutting UP
I’ve seen hundreds of sales presentations undermined by sales people that couldn’t keep quiet. The seconds that follow a closing question can seem like an eternity, but its the highest paying few seconds of your successful sales career. It’s simple – you need to master being a great listener if you are going live up to your potential for success.
Whether you are selling real estate, copiers or practicing law, you need to practice being an active listener. Don’t worry about the answer and don’t assume you know the answer. If you assume you know the answer, the answer is “no”. Begin this exercise with your partner. Allow him or her to finish statements and points she is trying to make. If you can do this with a partner, you will be better prepared. After all, you may very well know your partner well enough to anticipate their thoughts, but you don’t have that advantage with your prospects. Be like a detective. Even when you have the answer, let the other person give you the answer. If they say something, it makes it true. However, if you say it, it hasn’t been confirmed. Just shut-up and get paid more often.