Get Intentional About Closing
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Whether you’re a coach interested in getting individual clients or more participants for your group programs, you MUST have an intentional closing strategy. In doing so, you’re ready for the objections that may arise and more importantly, you know when to ask for the business. Important, right?!
How do you get intentional about closing?
Here are two perspectives to ease you into the closing process:
Get an intentional mindset.
Know what you believe is possible from the connection with your potential client(s). Your beliefs affect every aspect of your closing. Be sure you truly believe closing the sale is possible. Yes, I used the dreaded “s” word. If you’re in business, you’re a salesperson. EVERYTHING you do and say contributes to how you connect and ultimately, close the sale. That doesn’t mean that you’re ready to pounce. It means you have a strong belief and confidence that when your client is ready to move beyond the sample session, you’re prepared to ask for his/her business.
Get intentional about the client benefits.
Ask the client to share the benefits of the time you’ve spent together. Listen quietly and pay close attention so you hear with great clarity. Recognize opportunities to continue building on the relationship you’ve started. Listening is a skill that’s totally underrated for coaches. Listen, hear, absorb so you know exactly how to speak the language that supports your client. Your language determines whether your support as the coach continues.
Belief and benefits! These are two simple strategies to help you get intentional about closing. In Part 2, I’ll share ways to focus on the client perspective.
Let me know what you think about this post by leaving a comment.
Tags: confidence, intentional closing strategy, listening, nlp sales
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Comments
One Comment on Get Intentional About Closing
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Beverly Mahone on
Tue, 7th Apr 2009 2:05 pm
Knowing how to close the deal effectively is an area where I believe some people (including myself) fall short. We can all talk a good game about why we should be the person a client turns to, however, it takes more than rhetoric to close the sale. Pushy or timid doesn’t work. As you said, “EVERYTHING you do and say contributes to how you connect and ultimately, close the sale.”
Also, saying too much (without being able to back it up) or too little will send a potential client to your competitor.
Beverly Mahones last blog post..Baby Boomers are Flocking to Raleigh, North Carolina
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