Hard to believe isn’t it? So much work goes into networking, securing appointments, making the presentations, writing the proposals and then somehow you never actually get around to asking for the sale. Even if you lack confidence or experience, closing doesn’t have to be painful or bewildering.
Here are a few basic points to follow:
Close from the beginning – not to be confused with the old fashioned hard sell; cutthroat approaches rarely works anymore. You are better off letting your prospect know exactly what you’re selling and how you believe what you offer can benefit their business. Sell value, integrity and, above all, relationship. Using this type of approach paves the way for a smoother close.
Learn to recognize the buying signals. There are lots of ways that people let us know when they are ready to buy, but you need to pay attention. For example, they might indicate their readiness by asking you questions about the solution or the buying process. Listen for the clues: “How long would delivery take?” “When could we expect the work to be finished?” or “Is an upgrade available?”
Don’t respond to questions with a “yes” or “no”. Answer the prospect’s questions with questions of your own. Carefully chosen, these return questions can help lead to a sale. For example, instead of answering the question: “Does this model come in silver?” with merely an affirmative, you could say: “Would you like it in silver?”
Suggest specific terms. Rather than asking whether your prospect wants to buy, suggest a specific buying scenario and then ask if your customer agrees to it. For example, “We can start the coaching project on Tuesday for a retainer of $5,000. Would you like us to do that?” If your prospect is uncomfortable with any of the specifics, they will certainly let you know. Make sure you know enough about their needs before undertaking this approach. Otherwise, you risk sounding pushy.
Well, there you have it. The Top 10 Sales Blunders and How You Can Avoid Them. I hope you’ve enjoyed this journey as much as I have. My passion is in helping YOU to attract more clients and close more sales, more often.