ATM Sales: Part 4, Closing

By Vito | March 17, 2011

So, you’ve carried out all the initial phases of the sale and it’s now time to close. You’ve prepared for the sale and assessed both your client and the location. After weighing all considerations it’s now time present the contract to your client and to attempt to get him to sign. As mentioned in Part 1, be sure to bring those contracts along, no sense in getting this far and not being ready to sign your client on.

At this point, of course, your client may or may not be eager to sign. If you sense he’s at the stage that he’s ready to make a decision, push for the signature there and then. Be patient, don’t rush your client into signing, encourage him to read the contract so as to ensure you have nothing to hide. This will help to earn his trust. Read through the contract with him if necessary, explain any and all points that are unclear and make written modifications there on the spot if there are minor adjustments requested. If there are major adjustments necessary, bargain and negotiate until you have come upon a good compromise. The most important thing is not to leave until everything is hashed out and your client has signed on the dotted line.

If it is clear that your client is simply not going to sign immediately, it’s not time to give up or be discouraged. A long term contract, after all, is a big decision for a small business owner. If you leave the location without a sign contract, ask how much time your client needs to make a decision and then inform him you will call him on that day he’s stated to see what his decision is. Following up is crucial, and with a little persistence you can hopefully get a hesitant client to sign.

Selling ATM’s, as with anything else, is a process. The sales cycle can take anywhere from one afternoon to over a year, but never quit on a lead until you know all possibilities have been exhausted and you’ve received a decision one way or another.

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