Hitting a home run – close the sale

It may seem easy, but for many home based business owners, scoring the run is the most terrifying part of the sale.

Motivational speaker Bryan Flanagan says closing a sale is like hitting a home run. You have to get around all the bases before you can score. He offers this game plan:

Reach first base. Present your information to your customer. Advise him of the benefits and features of your products and services.
Run to second base. Address any resistance and overcome objections.
Slide into third base. Get the customer to agree that he needs your products and services to resolve his business challenges.
Score your run. Get the signature on the contract.

It may seem easy, but for many home based business owners, scoring the run is the most terrifying part of the sale. In an article that appeared in a Zig Ziglar Newsletter, Flanagan suggests four reasons why you may have difficulty closing sales. Those challenges are listed below, along with tips for overcoming them.

Fear of rejection. Never take a business refusal personally. As a professional, you may have to work on your presentation skills, but a rejection doesn’t diminish your dignity or personal value.
Concern that your products will not meet your customers’ expectations. Rather than focus on features of a product/service, sell prospects on the benefits that your product or service will provide. Help them see the value and how it will directly benefit their business.
Uncertain about when to close. Selling should be something you do with a customer, not to a customer. Ask yourself, “Have I answered all questions and concerns? Have I explained the products and services and how they can help their business? Has the customer agreed that they need these products/services?” If you can answer yes to all these questions, then it’s time to close the sale.
Fear of appearing like a failure in front of a prospect. Success and failure are not determined solely by whether a customer chooses to do business with you. Asking for the sale is part of your job - do it with confidence.

Heed Flanagan’s advice and learn to overcome anxiety and other barriers to success and step up to the plate with enthusiasm.