Is sales closing fun? It should be.
But wait… did you think I meant it should be fun for you?
What I meant is: it enjoyable for your buyer?
Fact is, when we’re having fun, we’re more likely to buy things.
Think about it. When you’re out shopping and you’re having the most fun with a salesperson… Isn’t that the time when you usually make a choice to buy? In fact, not only is it simple to make a decision, but we’re even willing to spend more in those circumstances.
What Makes Sales Closing Fun?
Years ago, I went shopping for a Mother’s Day gift for my wife. I walked into a small boutique somewhere, not knowing what to do, but approached a young lady who appeared to be very friendly. And I explained that I was shopping for my wife, not sure what I was doing.
I told her, “Your job is to turn me into a hero. Are you okay with that?”
And she responded by looking at me and saying, “Oh goody.”
Honestly? That was the perfect response. I needed someone who would see this as a fun opportunity.
Shopping isn’t fun for me unless I’m with someone who is having a good time. But here’s what’s really interesting about this story: the purchase decision was extremely simple.
In fact, I bought my wife not one, but two gifts that day. Indeed, I became the hero of the day.
Truth is, the more analytical we become as buyers, the more difficult it is to make a decision. Why?
Because, as buyers, we make decisions based on our emotions. We make purchases using the emotional side of our brain. In short, emotions make sales closing fun.
The Reason Why the Buying Decision is Hard
Let’s say the salesperson we’re working with is logical and analytical, and not allowing us to have fun. What do you think happens?
Making a decision becomes extremely difficult, of course. To change that, you should consider how you initiate the enjoyment process, even when it comes to asking for the sale.
How can you do this?
Simply pause for a moment and ask yourself, “Is asking for the sale fun?” Is it enjoyable to ask for the sale? Are you having fun when you do that? Because if you’re not having fun, I can guarantee your customers aren’t either.
The longer we go into the process, the lower the emotional altitude of the sale, which is a mistake. This falls squarely on the shoulders of the salesperson — that’s you. So as the deadline approaches, we must maintain a positive emotional attitude.
Consider the emotional crescendo that develops as you go. It makes sense when you think about it. You’re getting closer to resolving the problem and relieving the pain that brought your customer to you in the first place.
I’d like you to consider how you deliver your closing line right now and give yourself an emotional rating along those lines. Be careful now, because just thinking about it makes it difficult for us to be honest about our own presentation.
What’s Next for You
To help you make sales closing fun, I’ve prepared a plan of action for you.
Perform your close aloud with a voice recorder. When you play back the recording, ask yourself: Does the tone of my voice excite or inspire me? Am I having a good time? How would I react emotionally to what I’m hearing in that closing approach if I were the buyer?
But don’t stop there. If you really want to nail this, play the recording for a peer, your manager, or someone else you trust and ask them the same questions: Would this fire you up? Does this sound like a good time? Would you be interested in purchasing it if I were your salesperson and asked for the sale in this manner?
This is such an important conversation, and getting it right is crucial because getting it right changes the world of your buyer — and you.
Look, closing a sale can be challenging at times, but it becomes easier with practice. Being dedicated to the art of not just closing the sale, but making it fun in the process, will help you close more sales and increase your sales percentage.
And wouldn’t it just feel good to have fun while you’re closing a sale?