The sales process at times can feel overwhelming and I am always looking for ways to simplify it. Well, there is a simple acronym to simplify and that is CLOSE. Think about closing when you are selling.
Clarifying: You are clarifying what their problem is. You are listening, asking good questions and uncovering what their needs really are Is their issue something you can help them solve?
Labeling: Once you understand what their issue is, you are labeling in terms back to them. In their words, you are telling them what they need and how you can help them.
Overview: This is overviewing what has worked and what hasn’t worked. What have they tried? What has failed? Why have they tried certain things and maybe they didn’t’ work out? You are overviewing everything they have done to fix the problem they are having and why you are there to help with the problem.
Showcase: This is when you sell the dream vacation. This is when you showcase everything you can do to solve that problem. Why you? Why can you help?
Expectation: Setting the expectation to work with you to help them solve the problem This is when the talk about pricing, volume, value and what you can do for them comes to fruition.
Next time you are in the sales process, make sure to keep this acronym, CLOSE, in mind. It will be great in simplifying and lead to more closing for you.
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About Annette Walter
Much like Marcus Lemonis, host of CNBC’s “The Profit,” who lends his expertise to struggling businesses, Annette analyzes businesses, supports them with the right resources, and designs the plan they need to go from surviving to thriving.
Annette Walter has started, acquired, owned, and operated more than 15 companies in her lifetime. As a wife, mother of two boys, and owner of a national company, Timber Industries (a BBJ Top 50 Women-Owned Business, BBJ Top 25 Fastest-Growing Women-Owned Business and Inc.5000 list honoree), she can serve her true purpose and passion in coaching and consulting entrepreneurs through her business coaching company, iEvolve Consulting. Annette works with business owners across the globe in various industries to support their overall well-being, teams, and operations. As an operations expert and strategist, she works with business owners to help them identify organizational gaps and opportunities in their companies. She works with businesses to help make their finances, marketing efforts, technology solutions, and sales more efficient and effective.
If you would like to know more about iEvolve Consulting, visit: http://www.ievolveconsulting.