So, Are You Ready to Close with CRM?
Closing with CRM should be a natural part of the sales process, but when asked what reps think about closing an account, typically the response is that they can’t wait for it to be over with. The big misconception is that closing doesn’t need to be difficult; it should be a natural evolution if you’ve done all the prior steps correctly and utilized your CRM Software package. So, how do you know when the customer is ready?
First, gauge how ready your customer is to move forward. The best way to do this is through mini trial closes throughout your sales process. For example, “Sally, I know you mentioned that you aren’t interested in the heated leather seats feature, outside of that what other features might you be interested in having on a new vehicle? Keep track of your prospect’s responses using CRM. Do you feel that the Buick LaCrosse meets all of your other needs?” Again, good questioning and Customer Relationship Management is the key to deciding when the prospect is ready to buy.
Second, put their needs ahead of yours. What matters is what they think, if they don’t like your product/service they aren’t going to move forward. Having a positive conversation and finding out where their current challenges lie, is a big piece of addressing how you can solve their challenge. Solving their challenge, is meeting their need thus, making them want to sign.
Third, closing with CRM Software should be part of your entire dialogue with the prospect. If you are doing mini trial closes with Customer Relationship Management throughout your interactions, you are surely going to know where the prospect stands on potentially moving forward. Once you’ve gotten that level of confidence in your product/service you need to ask for the commitment. Sometimes sales reps are so in tune with sharing their benefits and features that the prospect can give all the buying signals in the world but they forget to ask for the order. Ask for it, if they aren’t ready, they will let you know and you can go back to figuring out where their needs aren’t being met. CRM can assist you with this process.
