Using the Same Plan to Close the Sale
The second strategy for the sales person who is ahead in the sales process is to continue to use the same game plan that got them to this point – all the way to the end. In fact, this plan will work most of the time unless the sales person gets too aggressive with certain people in the customer’s organization. Aggressive or assertive styles will get you ahead in many situations, this style will become too risky in the end game of selling.
The key for a sales person’s success is to continue to focus on the goal of the customer winning. This focus on the customer rather than on you – will allow for continuity of actions. These actions should always be focused on the customer’s improvement and growth. Focus and clarity of actions will keep you error-free during the end game of the sales process.
Earlier I wrote about style and being too aggressive. Here is the reason for this statement. One of the major downside risks or issues, which the sales person needs to learn, concerns the primary behavioral style of the decision maker or primary buyer. Some of these people will have a non-confrontational style. When you encounter this behavioral style, the key to your success is to seldom push this person. Why? Because they will use passive-aggressive actions to counter your aggressiveness.
This means they will actually delay the closing of the deal or contract. At the same time, they will become unavailable for meetings with you. It is during this time period that your competition can re-enter the talks with the customer and possibly knock you out of the lead in the sale process.
This is a common error made by assertive sales people. The rule is to sell to people the way they want to be sold. You can learn how this works for all sales situations.
If you are unsure of your ability to sell to others the way they want to buy, then go to our website on “Flexible Selling.” This site will tell you how you can learn to sell to everyone or anyone. Or just call us at 901-757-4434 and ask about getting the Flexible Selling process in your organization or sales team.
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