Closing in on the Sale

Make sure that the customer know that you're part of a dedicated and responsive team.

Create confidence in your solutions by reviewing similar problems that you have solved for other clients. Other steps of the process to remember include:

• Sell your company - Talk about your company's history, successes, and commitment to excellence.
• Get creative - Generate ideas together with your client to modify the strategy: use inclusive language when describing how to overcome objections: "we have to figure out why..." or " our priority is not to..."
• Sell your colleagues - Make sure that the customer know that you're part of a dedicated and responsive team.
• Sell yourself - Make your customer feel confident in your ability. Explain why you're so well placed to address their concerns about service, quality, or specification.
• Review the features and benefits - Go back over these trusted selling tools.
• Highlight the specific benefit - Repeat or rephrases a benefit that the client has forgotten or did not fully appreciate during the earlier presentation phase.

ACTION POINT: Trust in the process and build confidence in your customer.