If you’re not a closer, closing is hard.
I’ll define closing as the process of bringing your prospect to the decision that you want. It could be the decision to buy your product, to hire you, give you a raise, to go on a trip, or to walk 10 miles with you to raise money for a cause that you believe in more than she does.
Every buyer goes through a decision-making process; your job during that process is to remove obstacles, provide information, narrow their choices, serve them in their evaluation, and help them come to the obvious conclusion–that your product is the best investment they can make. If you don’t believe that (and if it’s not true), it will be tough to convince them.
Framing the Close
I’m not a natural closer. Asking for the deal has always been tough for me. I do it, but it doesn’t come naturally. I love the win, I love to see the check hitting the account, etc, but I love seeing the customer do really well as a result, which is what drives me.
So that’s how I frame it–knowing that the customer will do well by working with me or buying my product, because I’m committed to them and their success, which is a collaboration between us: their part is learning and using the product effectively, my part is giving them a solid product and the support to help them do their part well.
“We’d love to have you as a customer. Can we get started today?“
If you frame the close in terms you believe in, in a way that reflects your desire to help them, you’ll do great.