"Hold the butterfly with the open palm of your hand."
I always project the idea that "I don't expect you to do this and I'll be okay if you don't" when I say: "I'm so happy that you feel that way about my work…" then I remain silent - no pressure, no selling, silence, even if I need to change the subject.
After over 51 years I have come to realize that "It needs to be the client's own energy," that brings the sale to a commitment. I'm long since past the idea that I'm going to talk anyone into buying my Artwork. In fact I don't want anyone talked into buying my work. It's precisely why I no longer work with commercial galleries.
I enjoy building collections with people that I feel are extended family and so fellowship and true kindness is the only way to do that. When I say it needs to be "all their own energy" I mean I want them 100% on board - Not 99%.
Your's truly, with my wife Patricia and E.R. Presiding Chief of Staff at Maui Memorial Hospital Dr. John Mills - with his new original oil painting "Epic Voyage" C@2014
My Client Dr. John Mills and I call this moment "The double hold-up!"
I give my clients the idea that I'm perfectly happy if they walk away - then like magic, they feel like they're happy to commit. When this happens,they start selling me on the idea that they really want it. Next, all I have to do is agree with them.
"Having a clear conscience is more important than winning."
This really depends on the type of product you are closing the deal on. And the relationship that has been established with the potential client and yourself.
I respect the clients right to choose whomever they feel most comfortable with to provide the desired product or service. In the industry that I now sell in it is as simple as "Would you like to place your nonrefundable deposit down now or are you still looking at other options? I honestly just need a yes or no answer. If they want to continue looking I try and make sure there are no other questions or concerns they may have with our product or service.
Upon parting, a genuine door is left open for future questions or concerns that may come to mind.
I don't necessarily "close," a deal. What we do is start a relationship and like any relationship, their are many levels that it may exist on. The primary approach we take is to always work earn trust and loyalty.
The simple version of tried and true "closing" lines is, "Lets get this project started."
Well first off, I would ask this in a different way...What is the best way to open a relationship? (Not close a deal!) When you ask about closing lines it appears that you might be coming from the 'old paradigm' around selling. In today's world it is all about service, asking the right questions and listening, listening and more listening - then making a suggestion or giving a resource to offer a solution. I teach natural and authentic sales - S.A.L.E.S. Service, Ask, Listen, Evaluate, Share...would you like to know more?
Each situation is unique, but if you don't know when to close, you won't close many deals. Timing is important, listening is more important than what you say. The best way to close is ask if the client is ready to move forward. If they say no, than follow up and ask why. Find out what is holding them back, offer a solution that will help them feel ready to move forward, than close again. At the end of the day, be professional, come from contribution, offer sound advice, use examples of your past success. Build trust by adding value to your clients and they will not only allow you the privilege of representing them, but they will also refer you to their friends and family.
First,don't "sell" up front. Ask questions and listen! Find out your customers issues, problems, concerns. If you can help them solve them then you are much more than a salesperson and you don't have to "close" in the traditional sense. At the end, "I understand you said you have problem x, y, and z....if I can help you fix that with "my product or service" at a reasonable price would you like to move forward". This will change the way you've been taught to sell! TK
The best way to close any business deal is to first listen to your customer and find out what the wants and needs are. You also need to be yourself when trying to close a deal and not someone you are not. Be sincere and honest with your answers and most of all have a contract in place that protects your company as well as the customers.
In my industry selling takes on a very consultative role. A closing line almost by definition is asking a prospect to accept your “goods” as opposed to meeting their needs. As many have stated here, no two customers are quite the same. You must invest the time to uncover what the customer wants and needs before offering a solution. Only then can you propose a solution that will solve their pain or improve their business processes.
If you have truly done your job and discovered the means to improve their situation in an economically feasible way, they will close the deal themselves.
Best way to close a deal, is to give your client all the options and alternatives, and let them understand, the choice is their’s. All you can offer, is the best deal to fulfill their wants and needs, in terms of your product and services ..... never be forceful; you can’t satisfy everyone; and thinking you have to close a deal, will not result in a lifelong client relationship!
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Answers (1-10)
Believe in your product and believe in yourself; this way your clients will believe in you.
"Hold the butterfly with the open palm of your hand."
I always project the idea that "I don't expect you to do this and I'll be okay if you don't" when I say: "I'm so happy that you feel that way about my work…" then I remain silent - no pressure, no selling, silence, even if I need to change the subject.
After over 51 years I have come to realize that "It needs to be the client's own energy," that brings the sale to a commitment. I'm long since past the idea that I'm going to talk anyone into buying my Artwork. In fact I don't want anyone talked into buying my work. It's precisely why I no longer work with commercial galleries.
I enjoy building collections with people that I feel are extended family and so fellowship and true kindness is the only way to do that. When I say it needs to be "all their own energy" I mean I want them 100% on board - Not 99%.
Your's truly, with my wife Patricia and E.R. Presiding Chief of Staff at Maui Memorial Hospital Dr. John Mills - with his new original oil painting "Epic Voyage" C@2014
My Client Dr. John Mills and I call this moment "The double hold-up!"
I give my clients the idea that I'm perfectly happy if they walk away - then like magic, they feel like they're happy to commit. When this happens,they start selling me on the idea that they really want it. Next, all I have to do is agree with them.
"Having a clear conscience is more important than winning."
This really depends on the type of product you are closing the deal on. And the relationship that has been established with the potential client and yourself.
I respect the clients right to choose whomever they feel most comfortable with to provide the desired product or service. In the industry that I now sell in it is as simple as "Would you like to place your nonrefundable deposit down now or are you still looking at other options? I honestly just need a yes or no answer. If they want to continue looking I try and make sure there are no other questions or concerns they may have with our product or service.
Upon parting, a genuine door is left open for future questions or concerns that may come to mind.
I don't necessarily "close," a deal. What we do is start a relationship and like any relationship, their are many levels that it may exist on. The primary approach we take is to always work earn trust and loyalty.
The simple version of tried and true "closing" lines is, "Lets get this project started."
Well first off, I would ask this in a different way...What is the best way to open a relationship? (Not close a deal!) When you ask about closing lines it appears that you might be coming from the 'old paradigm' around selling. In today's world it is all about service, asking the right questions and listening, listening and more listening - then making a suggestion or giving a resource to offer a solution. I teach natural and authentic sales - S.A.L.E.S. Service, Ask, Listen, Evaluate, Share...would you like to know more?
Each situation is unique, but if you don't know when to close, you won't close many deals. Timing is important, listening is more important than what you say. The best way to close is ask if the client is ready to move forward. If they say no, than follow up and ask why. Find out what is holding them back, offer a solution that will help them feel ready to move forward, than close again. At the end of the day, be professional, come from contribution, offer sound advice, use examples of your past success. Build trust by adding value to your clients and they will not only allow you the privilege of representing them, but they will also refer you to their friends and family.
First,don't "sell" up front. Ask questions and listen! Find out your customers issues, problems, concerns. If you can help them solve them then you are much more than a salesperson and you don't have to "close" in the traditional sense. At the end, "I understand you said you have problem x, y, and z....if I can help you fix that with "my product or service" at a reasonable price would you like to move forward". This will change the way you've been taught to sell! TK
The best way to close any business deal is to first listen to your customer and find out what the wants and needs are. You also need to be yourself when trying to close a deal and not someone you are not. Be sincere and honest with your answers and most of all have a contract in place that protects your company as well as the customers.
In my industry selling takes on a very consultative role. A closing line almost by definition is asking a prospect to accept your “goods” as opposed to meeting their needs. As many have stated here, no two customers are quite the same. You must invest the time to uncover what the customer wants and needs before offering a solution. Only then can you propose a solution that will solve their pain or improve their business processes.
If you have truly done your job and discovered the means to improve their situation in an economically feasible way, they will close the deal themselves.
Best way to close a deal, is to give your client all the options and alternatives, and let them understand, the choice is their’s. All you can offer, is the best deal to fulfill their wants and needs, in terms of your product and services ..... never be forceful; you can’t satisfy everyone; and thinking you have to close a deal, will not result in a lifelong client relationship!