How to Close the Sale in an Interview Part V: Closing the Sale

I know many of you having been waiting for this post, because you want to know how to get the client to say “yes! I want to work with you!” But if you’ve skipped any of the first 4 posts, you need to go back and read them. The truth is, closing the sale happens all through the interview. You need to follow all the steps and do the work throughout, in order for the actual closing skills to work.

Let’s assume you’ve done your homework, and you’ve navigated the interview process successfully: You’ve connected with the prospect, you’ve asked them questions to determine what their needs are, you’ve presented what you do well in response to their needs, and you’ve asked questions to bring out all their concerns and addressed them successfully.

So how do you get from here to “yes”?

You ask: “I’d love to work with you and I think we’re a good match. What do you think?”

Here are possible answers you may get, and possible responses for you to give:

• Answer 1: You get another concern

Your Response: Address it, then ask again.

• Answer 2: “Yes, I think we’re a good match also, let’s do it!

Your Response:(to yourself) “Yay!!!!”  (to her) “Great! When . . .”

• Answer 3: “I don’t know . . . ” or “I’m not sure . . . “

Your response: “May I ask you a question?” (Then with permission) “I’m curious, what do you think might be keeping you from saying yes?” The trick here is to be simply curious, laid back and casual. Don’t be overeager, in fact, lean back in your chair and take a deep breath first. If she comes up with more objections, address them.

• Answer 4:“I’m interviewing a couple more VA’s, I’ll make my decision then and get back to you.”

Your response:“That makes sense. In fact, sometimes new questions come up after speaking with other VA’s, so if you like I’d be happy to schedule another call with you now, for a time when you’ve done the other interviews. That will make it easy to connect, and I can answer any remaining questions and we can take it from there.”

If she schedules another call right then, great!  People are often most influenced by the first or the last person they speak with. It demonstrates great follow up skills on your part, allows you address any more questions she has, and you’ll be in a position to ask her for a decision at the end of that second call.

If she decides to go with someone else, you’ll have a chance to ask for feedback on why she made the choice for someone else. Even if she emails you to cancel the appointment, that’s an opening to ask for feedback. It’s very important for you to get that feedback, so you know how and where you can improve your chances next time.

• Answer 5: “I need to check my budget” or “I need to speak with my partner.”

Your response: I understand. Why don’t we schedule a second call in a day or two, to give you a chance to do that. You’ll probably have more questions come up in the meantime too, which I can answer in that call. Would (offer a day 2 days later) be a good day for you?

Note: the further out you schedule this call, the less chance there is of your prospect deciding to take the plunge and work with you. A week is usually too long, and often indicates there isn’t enough interest on their part. If your prospect is serious, he or she will usually schedule it within 2 to 3 days. Of course, there are always exceptions.

• Answer 6: “I just need to think about it.”

Your Response: You can offer to schedule another call, but this is often an indication that your prospect is not interested enough to work with you at this time. If he or she does not want to schedule another call, ask her permission to follow up with her by calling or emailing in a few days.

Then be sure and do it. If at that time she declines, be sure and ask for feedback so you can find out what you might be able to improve in your interview process. The great thing about coaches is they want to help others, so they are much more likely to give you the honest feedback you’re looking for.

• Answer 7: “Thank you for your time, but I don’t think we’re a good match.”

Your response: “I appreciate your honesty. If you would be willing to give me some feedback as to why you feel that way, either now or in an email, I’d like the opportunity to learn.” Again, this gives you the chance to learn where you might need to grow. Or, it may simply be a mismatch, but that is good to know also.

A final note: If your prospect declines to work with you, for any reason, don’t be discouraged! Prospects are often “self-screening.” In other words, they most likely weren’t a good fit for you anyway. You really do want only ideal clients who are great fits, because they are the ones who will give you raving referrals for more business.

For more info, look for my post on “Interview follow-up” coming soon.