Beginner Sales Training eCourse: Back to Basics Part 1-3 and more! - Growth Coach Sell More Tip: The Incidental Close

To learn more about my sales coaching, visit http://www.buildandbalance.com In this sales tip video I explain a technique you can apply when you're unable to close a deal at the end of a sales presentation. There are times when we've done our best to make a sale and it just doesn't happen. Of course, you have a routine that you follow in cases like that. However, you might not use this technique I've used a few times and had success with. Watch this short video and learn about the incidental close. I hope it's helpful to you. Please post your comments and own tips for dealing with this type of situation. If you have any questions, just post them and I'll get right back to you. Please share this sales tip with colleagues in sales who could benefit. Transcript Alright, the sales tip I have for you today is a little off the beaten path. It's not something that you're necessarily going to read about in a structured sales process book. It's called the incidental close. So stay with me and I'll explain it to you. There are those times where you meet with a prospective client. You build some rapport, you get to know them. You start looking for needs, identifying needs; uncovering strong ones that are a little emotional and you feel like "that's a good prospect for me." You advance the solution that you have to meet their most pressing needs and they seem to be liking it. Well when it comes time to develop that commitment and sign that commitment, they back off. They don't say 'no' but they don't say 'yes' either. As the smart sales person that you are, you seek to set another meeting but there are times where that perspective client just wriggles out of that and doesn't set that next meeting. So then what do you do? You don't press because you don't want to turn them off or upset them and feel like they're being pressured. So what you do is you cordially part ways and agree that you will follow up and that's good. That's what we would normally do, but here's the trick that I have done on occasion that does work; it doesn't work every time but then no sales tip dust. I just want you to be aware of it and be able to use it when it feels right. What I do is I find out where the client is going to be, the perspective client and I happen to be there. Here's an example -- there's a networking event coming up and I happen to know that my perspective client is going to be at the networking meeting. I might find out from a colleague that I know or the people that are hosting the meeting, some way I find out. So I go to the networking meeting with the agenda in mind that I'm going to see this perspective client, have some casual conversation and just say "oh by the way, how are you feeling now about the proposal that I sent to you?" Oftentimes when you catch your prospect off guard like that in a casual, comfortable setting like a networking event, they will just spontaneously tell you exactly what's happening at that time and sometimes they've actually made progress and they now want to move forward and they tell you right then and there at the networking event. That's called the incidental close. They weren't planning on being closed at this event. They didn't even know you were going to be there. You knew they were going to be there and you knew you were going to hit them up but you did it really casually and coolly. So I've this at times and I recommend that you think about it and try it because some prospects are hard to get that next meeting set with and you could go weeks not getting that next meeting set and sometimes your prospect can start to get cold, and you know that spells trouble. So when you're feeling that, try the incidental close. Let me know what you think in the comments below and if you have any questions about sales, hit me up. I'd be happy to answer them. Good luck to you.