Your sales career will follow your expectations either to ultimate success or ultimate failure. Get these 4 points right and you can expect to close 2, 3 or 4 times as many sales.
Never consider no’s as no’s – they’re simply a necessary part of your path to success
Step one, get rid of one of the most damaging misconception about closing: ‘If you get a no, you lose’.
Reality: The only time you lose is when you don’t ask. No’s are just a part of the process. We all get them. Success in sales is a series of no’s culminating in an exciting yes.
Expect going in that you’ll need to get through 7 no’s before you get a yes. Then, when you get 2 or 3 no’s you’ll realize that you’re actually that much closer to a yes.
The reality is that most sales people will take the no personally and give up. Decide right now that you will not deal with no’s on an emotional level.
Focus on the benefits your client will realize after they say yes
Instead of being anxious and worrying about the close, help your prospect focus on the benefits they’ll realize after they’re happily using your product or service.
Selling is a process of transferring your excitement as well as the advantages that come with owning your product. Your belief in how your product or service will benefit your customer will truly be infectious. Prospects will catch your enthusiasm, but they will also catch your hesitancy.
Be prepared to provide more positive responses than they have objections
Bringing a prospect to the point of saying yes requires plenty of preparation in advance. Write out every objection you can think of and come up with 3 possible convincing responses for each objection. Pick the one you feel the best about and memorize it.
This works for two reasons – the prospect will be positively impacted by your ability to respond positively to their concerns. Second, you’ll go into the presentation with more confidence and enthusiasm that the client will be able to feel.
Focus on beginnings, not endings
Closing is only a first step not a final step in the sales process. You will reduce your anxiety about closing by realizing that the second, third and fourth orders are much more important than the first sale. Visualize a long term, mutually profitable business relationship.
The close is just the beginning of that relationship so use closes that emphasize the client’s future with you. Let them know up front that you look forward to providing them with the best products and service for years to come.
One last tip – never use gimmicks, tricks or half-truths to close a sale. Even if you can get the contract signed, you’ll soon be dealing with buyer’s remorse and you’ll ruin your reputation in the long run.
0 Responses to “You just can’t seem to close the deal? Here are 4 closing tips that work.”