Page 20 - Builder Brief February 2022 Issue

CONTINUED FROM PAGE 14
IF YOU’RE CLOSING, YOU’RE LOSING
See Dr. Debora Trimpe speak at the
Million
Dollar Circle
Awards
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February 14th • 8:30 a.m. $25 / Person
(includes Breakfast)
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their questions until I know I’ve provided a solution for each one.
11. Once all concerns have been addressed, assume the prospect wants to move forward.
12. Ifyou’vegonethroughyourlistofallconcernsand objections and the customer has reaffirmed the solutions you gave for each one, it's time to move forward with the close. Rather than asking them if they want to move forward, you can operate with the expectation that since all of their concerns have been met, they want to move forward.
13.
14. Youcansaysomethinglike,“Basedoneverything you told me, what I might suggest is that we go ahead and get the paperwork in order while you’re here in person.” or, “Based on everything we talked about, I would suggest that we go ahead and get you in touch with our purchasing department.”
15. 5. If they still object, you can show genuine surprise.
16. If you’ve received yeses to each of the questions and solutions during your summary, and when you asked them to move forward, you receive a no....
You can act genuinely surprised!
17. Atthispoint,Iwouldletmypotentialbuyerknow that I would have never suggested the next step if I didn’t think I had met every one of their needs. Then you can find out if there’s still something blocking their final decision.
18. When it comes to closing sales, if you feel like you have to ask for the sale, more often than not, you’re going to be rejected. Remember, everyone wants to buy, but no one wants to be sold to. When you ask directly for a sale, you’re likely pushing your buyer further away. Instead, you want to learn to have a sales process which leads them to a natural yes.
If you would like to see a full script for the Assumptive Summary Sales process so you can get the details of what it sounds like in action, send me an email at debora@primeperformancestrategies.com and I’ll send it your way!
20 FEBRUARY 2023 | GREATER SAN ANTONIO BUILDERS ASSOCIATION