The no-big-deal way to close

- Asking the client for the business at the end of an influential advisor sales approach or sales process is super easy. Here's what it looks like, invite your clients to your awesome party. Imagine someone speaking to you at length about a terrific party that they're throwing. Imagine them telling you about how other friends of theirs are already at the party and having a great time. And then imagine that they don't invite you to that party. Being reluctant to ask someone to do business with you is a bit like throwing a party, telling someone all about it and then not inviting them to that party. It's your obligation as a trusted advisor with a profound belief and confidence in your own solutions, to invite your clients to participate in a relationship with you. It would be rude to tell them all about how terrific they'll feel once they get started with you, all those benefits you advertised but then not ask them to get started with you. Many trusted advisors are most afraid of this step, asking for the business. What if the solution or the presentation goes wrong? What if they say no? Here's an idea that makes the whole closing process into no big deal. End your presentation with an open-ended question that sounds like, what additional questions or concerns, if any, might you have? Don't give them a chance to say no. And the way to do that, don't ask them a blunt, close-ended question that might sound something like, so do you want to buy from us? This'll just be followed by an awkward silence with a touch of coughing associated. A closed question invites a yes-no response. That can feel pushy and risk and no answer. Just keep looping through the objection resolution process, hearing their concerns and solving each one, one-by-one with patience. When they've exhausted any reasons for not moving forward, you're free to move forward. Give them an action to take at that point, that actually indicates that you're going to move forward together. Offer to set a meeting with a key player in a specific time and place. You might offer to extend some paperwork within the week. Or ask them to send documents that will get them started in the onboarding process. It sounds like this. So if that answers all your questions, I'd like to suggest that we move forward by, and give them an action to take. And then ask them, how's that sound to you? Notice that last question is open-ended. This is the no big deal way to close. If they show any hesitation, treat it as you would any objection, just double-click. You can eat even double-click on the awkward facial expression. Tell me what you're thinking. Sometimes I'll see someone make an awkward expression and I'll just say, I noticed that you seem to have a question on your face, can you say a little bit more? And literally, they start talking. Then run through the whole process of objection resolution again, as you have done before and just keep going. Once they agreed to take the action you've suggested, you have effectively closed the deal. Keep in mind that a close very often is simply the advancement to the next phase of the selling cycle or within the relationship. To close a sales call is to either walk out with a deal or at a minimum, to establish next steps to continue the conversation. And then, go celebrate that your clients are coming to your party.