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Closing the Sales Call Closing is one of the most misunderstood concepts in selling. An overwhelming emphasis on closing has contributed to negative stereotypes of salespeople and the selling profession. Instead of pressuring prospects to do something they are not convinced will be beneficial, sales associates must recognize that the buyer has the free choice to accept or reject the salesperson’s offers. The salesperson must use persuasion to convince the prospect that a favorable decision will be beneficial to the prospect.

Anatomy of Closing Closing the sales call consists of the following actions: Present priceUse a closing statementHandle objections

What is the Purpose of Closing? The purpose of closing is to gain the prospect’s commitment. Years ago, closing meant “getting the order” at all costs, regardless of the needs of the prospect or the value of the solution to the prospect. The concept of closing has changed dramatically over the years. Today, closing means gaining the prospect’s agreement on a plan of action based upon mutually agreed upon benefits. Closing means gaining the prospect’s commitment to:  Meet with you  Share important information with you  Ask you questions  Reveal attitudes  Discuss business operations  Confirm high impact needs

Present Price After you transition from presenting the solution and say “let me walk you through the pricing,” what are the two prices you need to present? The cost per year, based on the locations and the number of employees The Implementation Fee Be prepared to justify these costs if you need to – to explain what they’re covering. But above all, present price with confidence! Remember that ADP’s prices are just a small component of the business owner’s monthly expenses!

7 The Assumptive or Confirming Close Description: The salesperson assumes a positive attitude, summarizes and confirms all of the benefits (solutions to high-impact needs) and requests a specific action by the prospect. Example: “We’ve agreed that ADP can provide the following benefits:… Now, all I need from you are your tax proofs and we can get you started by the first of the month.”

8 The Calendar or Minor Point Close Description: The salesperson summarizes the key benefits and uses a calendar date or other minor point to gain the prospect’s agreement. Example: “When would you like to start? On the 22nd or the 29th?”

Making Closing Work Why, in spite of your best efforts, might a client not buy? The client may have: No sense of a need for change No urgency to change Low trust No money No authority to buy An unresolved issue or objection An obstacle blocking the decision Loyalty to a competitor 9

Making Closing Work On the other hand, a prospect can send “buying signals” that indicate they are ready to be closed. You can ask for a commitment when the prospect: Agrees that there is a definite need for ADP services Agrees that your service will solve a high impact need Has no remaining unresolved issues, objections, or questions Is comfortable with the decision 10

Challenges in Closing For the salesperson, closing can be difficult for several reasons: Fear of getting a “no.” Asking for the order won’t alienate the prospect or ruin your chances of getting the order if you’ve developed enough high impact needs. You’re asking the prospect to make a sound business decision that will help them organizationally, financially, and personally. Fear of rejection. What about rejection? Forget it. A “NO” is not a rejection of you as a person, or your selling skills. It’s simply a decision not to buy today. Tomorrow, things often change, new controller, new bookkeeper, etc. and they may say “yes.” Keep your face in front of them so when a need arises you’re the one they call. Fear of applying pressure. How hard can you close? If you believe that the ADP solution you recommend will help… then close with confidence and conviction. Your conviction communicates an urgency and a sincerity that this is a good decision. You won’t be perceived as high- pressure.

Prospects’ Expectations in Closing Researchers have determined that prospects and clients have expectations of a salesperson: Prospects expect a salesperson to close at the conclusion of a sales call. If they don’t close, the prospect loses confidence in the salesperson. It stands to reason: you’ve done a good job demonstrating how ADP solutions improve operations, address needs, etc., and your prospect is ready to say “yes.” But they don’t know how to begin the business relationship with ADP. They expect you to tell them what to do! The closing statement should be a natural conclusion to a good conversation about the prospect’s needs and the ADP solutions. ADP Solutions = Resolution of Prospect’s Needs

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