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Perfectly normal people break out in a sweat when it comes time to close the deal. They're afraid to close because they haven't properly handled the earlier steps in the sales process. When it comes time to close it should be nothing more than a natural conclusion to a selling conversation. There are four reasons you're suffering from closing anxiety. The prospect didn't agree to having a selling conversation with you in the first place. The buyer is confused because you presented too many choices. You didn't help the buyer through a thought process that made it easy for them to buy. Or you never got to the emotional reason the prospect should act and act now. You can't have a selling conversation unless the prospect has agreed to one. That won't happen unless they've agreed that there is a problem, challenge, or obstacle preventing them from getting what they want. And they must also agree that this perceived problem is worth fixing or overcoming. Presenting a buyer with more than three options is a costly mistake. There are occasions when you may need to present three options, but you never present more than three options because when you do you have a confused buyer and confused buyers don't buy. Presenting two options makes it easy to close by simply asking whether they prefer A or B. You have to lead the sales conversation, but the best way to do that is through the questions you ask. Your questions need to be structured in a way that helps the prospect to buy. Help your prospect to explore what they want, what's keeping them from having that now, the other problems not having what they want leads to, and the financial or emotional value of getting what they want. If you can't trigger the emotional hot spot providing the underlying motivation for buying you won't have a sale. One of the biggest reasons you don't get to this hot spot is because you jump to a solution way too early in the sales conversation. It happens because you're over eager to sell, and because you lack the sales maturity it takes to patiently probe for understanding. When you do all these earlier steps right you'd have to be a complete wimp to struggle to close. Much to your surprise you'll find that many of your prospects will ask you how to get started if you aren't moving fast enough for them. But even if you're still struggling at this point the first time you get there the right way you can enjoy insurance sales success if you'll just take one more step. The last step you need to take is to actively engage the prospect. Get them to write things down, prioritize options, check preferred options, etc. Every time you get them involved you're getting them to make small "yes" decisions or trial closes, so when it's time for the big "yes" they're already on board and ready to go.
Article Source: http://www.philvault.com
About the author: Cheryl Clausen can help you get unstuck. Look here to see how your Sales Skills measure up. Could you succeed faster if you just had more time? Improve your Time Management Skills, check this out.
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