There are many steps you'll have to take to move your prospects down the sales funnel from unaware to active client. For many business owners, closing deals can be one of the most stressful parts of the sales process. And this is true for both the seller and buyer. Therefore you should be looking to develop the closing techniques that work for you and your business as well as finding out how to put your prospects at ease, so they can confidently invest in the services you offer.
As you finish your demos, establish your prospects' needs, and demonstrate how you can help, the time will come to close the deal. Many sales professionals are always closing. They calculate the types of questions they ask and tailor their product demos to close their deals. Even for professionals whose every conversation with a prospect is part of the close, there are some tried and true questions to ask and last second objections to overcome to get the deal over the finish line. Below are some closing strategies you can use to try and turn your interested prospects into paying customers:
The consultative close
The consultative close puts you on the same side of the table as your prospect, working with him to figure out the best decision for his business. Questions like, "Will this make your fleet more profitable?" can help you see how your prospect perceives the services you offer. With any answer other than a definitive "Yes", you can follow up with a "Why not?" to tackle the remaining objections. From there, you can work together to achieve a consensus that implementing fleet tracking is the right thing to do for the business.
The assumptive close
The assumptive close is good to use with prospects who have expressed interested and an understanding of the general benefits of the product. From there you can talk to the prospect as if they have already decided to make a purchase and you are just working out details like number of licenses and implementation time-lines. You can even say something to recap like, "It seems like this will really help you grow your business, so let's go ahead and start the paperwork." At this point, if there is no objection you can continue closing the sale, but if the prospect wants you to slow down, then you can work through the rest of their objections and then return to the assumptive close.
The time-sensitive close
GPS tracking software can help fleet managers save money every day. By showing how much they can save, you can make closing the deal a time-sensitive issue. Every day they delay results in 'X' dollars of lost saving potential. This type of close may work best with prospects who seem the most cost conscious. They may be the most sensitive to wasting money and might be more willing to move quickly to avoid it.
Some of your prospects will tell you no, even when they understand how they will benefit from the service. That is just part of the nature of sales. You will have to learn to deal with both the lows of rejection as well as stay focused after the highs of success.
If you're thinking about starting a GPS tracking business, you will need to be able to close deals to succeed. However, more important than any sales or closing techniques are the product and services you offer. Sign up today to receive a free demo of Position Logic's GPS tracking platform to learn how the system can power your business and make it easier to give your clients the tools they need to succeed.