Mastering In-Home Sales Closing Techniques
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Make Sure You Are Ready to Close
To successfully close a sale, you must ensure that the customer is in the right mindset. If the customer is ready to be closed, you will face fewer objections and find the process much smoother. This article will discuss why this works and highlight mistakes to avoid, ensuring your in-home sales closing techniques are effective.
Think of it this way: a sales presentation is designed to make the customer want your product. Closing the sale is simply helping them take the final step to get what they want. People buy when they both want something and can afford it. Therefore, your first goal is to ensure the customer genuinely wants the product. If you are a professional salesperson, you shouldn’t even begin the closing process unless the customer has shown clear interest in the product. When done right, closing is about guiding the customer to obtain what they already desire.
The Importance of the Pre-Close Commitment
The first step in closing is to ensure the customer wants the product. Many companies use what is called a pre-close commitment. This step typically comes after the sales presentation and just before revealing the price. The pre-close commitment involves asking a question such as, “If this is affordable, is this definitely the [product] you want?”
This question confirms the customer’s interest and ensures they are sold on the product. The phrasing matters—asking, “Do you definitely want this?” is far more effective than asking, “Do you think you’d want this?” A firm commitment is critical. After all, is someone going to spend $15,000 on something they only think they want? This commitment is what you’ve worked toward during the presentation, so don’t be afraid to ask for it directly.
If the customer says no at this stage, it indicates they wouldn’t have said yes even after seeing the price. This step is not about asking them to buy but confirming their interest. Once they commit to wanting the product, you can move to the next stage: explaining the cost and completing the sale.
Examples of Pre-Close Commitment
An effective example might be: “If this is affordable, is this definitely the kitchen you want in your home?” By adding the qualifier “if this is affordable,” you can avoid unnecessary objections. Without this, customers might respond with uncertainty, saying they don’t know the price yet. By addressing affordability upfront, you streamline the process and secure their commitment.
For instance, asking, “If this is affordable, is this the bathroom you want in your home?” ensures you get a clear “yes” without unnecessary detours. If the answer isn’t firm, you may need to revisit earlier parts of your presentation, like clarifying product details or addressing lingering doubts.
H2: How to Confirm a Genuine Commitment
It’s crucial to ensure that the commitment you receive is genuine. Pay attention to both verbal and non-verbal cues. If a customer says, “Definitely,” while making eye contact, it’s likely sincere. However, if they cross their arms and say, “Yeah, that’s what I want,” it might not be as convincing. You aren’t trying to make them say yes; instead, you’re verifying that they are genuinely sold on the product before moving to pricing.
One way to ensure the commitment is firm is to ask why they want the product. For example, if they say yes to the question, follow up with, “Why is this the window you want in your home?” If their answer focuses on clear benefits—such as saving money on energy bills, quality construction, or a strong warranty—you can be confident in their commitment. On the other hand, vague answers like “I like the color” may indicate uncertainty.
Handling Hesitation and Eliminating Objections
If you sense hesitation, it’s important to address it before moving forward. For example, if the customer hesitates after being asked, “If this is affordable, is this definitely what you want?” you can gently probe further: “I noticed some hesitation. Are you unsure about anything?”
This approach allows the customer to voice their concerns, such as uncertainty about a color choice. Once the issue is addressed—finalizing the color selection, for instance—you can ask the question again: “So now, with this color, if this is affordable, is this definitely what you want?” This process eliminates all objections except the price, ensuring the closing discussion focuses solely on affordability.
Tips for Asking Pre-Close Commitments
If there are multiple decision-makers, such as a couple, ask each person individually to confirm their commitment. This ensures both parties are fully on board. Be careful not to lead the customer into saying yes; the commitment must be genuine. For instance, avoid phrasing like, “From what I’ve shown you, I’m sure this is what you want, right?” Instead, frame it as an open-ended question: “If this is affordable, is this the type of roof you want to put in your home?”
Strengthen Your In-Home Sales Closing Techniques
Learning to secure a firm commitment before moving into the closing steps is a key part of effective in-home sales closing techniques. By mastering the pre-close commitment process, you’ll eliminate objections and make the closing process more efficient.
For more tips on closing sales, check out the video above or explore the playlist of home improvement sales techniques. Happy selling!
