Having worked with many great business owners and business coaches, I’ve been able to see one common limiting factor that I have seen and that is closing the deal. Many times, we will receive a lead, call the lead, make a quote, and send the quote. Getting that far into the process is a great accomplishment but it is all for naught if you don’t close the deal. It is so easy to send out a quote over email or some sort of digital platform because there is no possibility for confrontation and there is no risk of rejection. But with no risk, there is no reward. You have to be willing to reach out and ask for the sale. You have to be confident in your product and passionate about it. People want to buy from passionate people and from people who they like but you still can’t close a deal if you don’t go for the ask.
Why is it so hard to go for the close?
Most of the time it is from the fear of rejection. We are so afraid that they will say no, be upset, or even become violently angry… Of course, your customer will not become violently angry if you ask for the close but we set expectations up in our own minds that they will. You have to know that you have nothing to lose when you ask for the close. The only thing you have to lose is the deal. So ask for it!! If you do get rejected, just understand this one concept that business coach Clay Clark told me when I decided to pass up a deal on a piece of real estate I had considered buying. Deals are like busses. They come and they go and there will always be more. Do not get emotionally attached to one deal or another and do not be afraid to ask for the deal that you pass it up. If they say no, there will always be another deal.
People want to buy from passionate people and from people who they like but you still can’t close a deal if you don’t go for the ask.
Creating a system and a process for sales is a great way to ensure that you or your employees will follow this process of asking for the close. You should script out a phone call or a physical meeting with the client of exactly what to say when you meet them. Build rapport, find their needs, bring the benefits, and go for the close. If you ever start getting nervous when asking for the close, just remember option B. Option B is going bankrupt, living in your mom’s basement, not being able to support your family, and not being able to achieve your goals. You have to ask yourself, “Am I more afraid of asking for the close than I am of Option B?”
Steve Jobs said, “Remembering that I’ll be dead soon is the most important tool I’ve ever encountered to help me make the big choices in life. Because almost everything — all external expectations, all pride, all fear of embarrassment or failure — these things just fall away in the face of death, leaving only what is truly important. Remembering that you are going to die is the best way I know to avoid the trap of thinking you have something to lose. You are already naked. There is no reason not to follow your heart.” This is one of my favorite business coaching quotes because it reminds me that all other options are futile. You have to go for it and you have to count the costs later. You only get one shot and there is no dress rehearsal. This is all you’ve got. Remember your goals, go for the close, make it happen, and don’t let fear stand in the way of your success.