The Art of CLOSING ‼️ untuk Anda yang BUKAN Sales Profesional- Tom MC Ifle

Summary

In this video, Tom McCle, founder of Top Coach Indonesia, shares expert insights on the art of closing sales. He emphasizes the importance of understanding the sales process, from product discovery to customer commitment. McCle highlights strategies such as engaging with decision-makers, educating prospects instead of pressuring them, and overcoming objections effectively. He also advises creating a positive closing experience with surprises to leave lasting impressions. By mastering these techniques, entrepreneurs can accelerate their closing success and foster long-term customer loyalty.

Takeaways

• 😀 Don't force people to buy; instead, educate and build trust with your customers.
• 😀 The sales process is consistent, from the customer exploring your product to eventually closing the sale.
• 😀 Closing is the process of exchanging something, such as information or money, to complete the transaction.
• 😀 Set closing rules to identify when prospects are ready to close, such as giving brochures or meeting in specific settings.
• 😀 To close effectively, ensure you are speaking with the decision-maker, not someone who has to consult others first.
• 😀 Never push customers; educate them by showing that you genuinely want to help, not just sell.
• 😀 Create a bridge between the customer’s needs and wants, understanding the underlying desires that drive their purchasing decisions.
• 😀 Overcome objections by preparing responses to common concerns, such as price or timing, to maintain momentum in the sales process.
• 😀 When closing, make the experience memorable by offering a surprise, like a gift or an unexpected bonus.
• 😀 The final impression of closing is important—ensure your customer leaves with a positive feeling to foster loyalty.
• 😀 Closing is not just about selling, but about creating a long-term relationship with the customer through genuine engagement and value.

Q & A

What is the science of closing in sales?

The science of closing refers to the process of effectively encouraging a potential customer to commit to a purchase. It involves building trust, educating the prospect, and ensuring they are ready to exchange something (money or information) for the product or service.

Why is it important to have closing rules in place?

Closing rules are important because they help identify the best moments to close a deal. By reflecting on past successes, you can recognize patterns and habits of your prospects, which can improve the timing and success of your closing efforts.

How does the concept of 'closing rules' help in the sales process?

Closing rules help salespeople identify the right time and conditions to close a deal. For example, if a certain type of interaction (like giving a brochure or meeting at a particular place) has been successful before, those habits can be leveraged in future sales.

What is the first step in speeding up the closing process?

The first step is ensuring that you are in contact with the decision-maker. This helps avoid situations where a potential customer cannot make the final decision, leading to unnecessary delays in closing the deal.

Why should salespeople avoid being pushy with prospects?

Being pushy can lead to rejection and can harm the relationship with the prospect. Salespeople should focus on educating the customer and showing sincere interest in helping them rather than just trying to force a sale.

What is the importance of education in the closing process?

Educating the customer helps build trust and provides them with valuable information about the product or service. This can include providing brochures, videos, or presentations that help the customer make an informed decision.

How can a salesperson create a bridge between a prospect’s wants and needs?

A salesperson should understand the prospect's needs and use that knowledge to highlight how the product fulfills those needs in a way that aligns with their desires. For example, if a person needs a hole, the salesperson could emphasize how their drill makes the process easier and more efficient.

What are some common objections that salespeople should be prepared to overcome?

Common objections include the price being too high, the prospect not needing the product yet, or them wanting to check with others before making a decision. It's crucial for salespeople to be ready with responses that address these concerns and keep the conversation moving toward a sale.

How can offering a surprise at the point of closing positively impact the sales experience?

Offering a surprise, such as a small gift, discount, or additional service, leaves the customer with a positive impression of the transaction. This not only improves the closing experience but can also encourage repeat business and word-of-mouth referrals.

What does Tom McLe recommend for strengthening the closing process?

Tom McLe advises focusing on key steps: ensure contact with the decision-maker, avoid being pushy, educate the customer, bridge the gap between wants and needs, overcome objections, and add a surprise at the end of the transaction to leave a lasting positive impression.