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Closing the Sale - It Doesnt Have To Be Uncomfortable
"The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision. The reason people find it difficult is that they hate the word "no" or "I don't want to do it" or even - "I'll think about it." We take it as rejection and most humans just hate rejection. I'm reminded of the salesman whose wife asked him how well he'd done that particular day. "I got three orders today" he replied- "Get out, stay out and don't come back." If you've made a good job finding out the other person's needs and presenting how your product or service or idea meets their needs, then closing will be a natural step in your dialogue. The goal in closing is to reach agreement with the other person on the appropriate next steps. It might be about signing an order, or arranging another meeting or a demonstration of your product. You close when - #1 The customer indicates that they're ready to move ahead either verbally or non-verbally. (A buying signal) - Or #2 The customer has accepted the benefits you've described. The customer might say "I like the sound of that" or "That looks OK to me". They may even be smiling, nodding or looking expectantly at you. The three steps to closing the sale are - #1 Review the previously accepted benefits. (When you presented the features and benefits of your product or service you should have checked for acceptance of these benefits.) Now is the time to review these benefits. You might say: "As we've discussed" or "Let's go over what we've agreed so far". #2 Propose the next steps. This is where you ask for whatever was the objective of your call and is also relevant to your customer's needs. You're asking the customer to make a commitment. However you are also making a commitment to satisfy the customers' needs. You might say - "If you produce a purchase order I can put it through today" or "I'd like to arrange for our engineers to familiarise your people with how this machine will cut your costs". #3 Check for acceptance. This may sound fairly logical however it's the final part of the closing process and many people avoid it like the plague; primarily because they hate to hear "NO." You say something like - "Can you arrange that?" or "Is that acceptable?" or "How does that sound?" You're either going to get a "yes," a "no" or a "maybe" when you ask your closing question. If you get a "no" or a "maybe" then you need to deal with their resistance - and that's another story! Discover how you can generate more business without having to cold call! Alan Fairweather is the author of "How to get More Sales without Selling" This book is packed with practical things that you can do to get customers to come to you. Click here now http://www.howtogetmoresales.com and http://www.alanfairweather.com
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Coaching Secrets to Getting in Front of Your Best Prospects As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects. Getting People to Buy Without Selling In my youth I landed a job selling encyclopedias door to door. I worked for commissions. If I did not sell anything, I did not get paid. Trying to sell a high ticket item such as encyclopedias door to door was no small task as you might imagine. Need A Sales Boost Try These! The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic guidelines and then practice, practice and then practice some more. Get Over Your Resistance to Sales I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can't be flustered during a sales call. Second, you need to truly believe that your product or service will be of value to your customers that you are really helping them by sharing your product with them. The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone The saying "No man is an island" is an undeniable truth. We need the support and cooperation of other people to help us in reaching our goals. Smart Discounting: The Right Way To Discount Your Products If a store had a great discount in the middle of the woods and nobody was around to hear about it, would it make a difference? Quiz: What Kind of Sales Shoe Are You? Have you ever wondered what type of saleswoman you are? It doesn't matter if you run your own company or sell for someone else it is extremely important to know what your style is. What does The Sales Diva mean here? Well let me throw my high heel on my desk here and I will explain. Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever! 1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients are what is to be watched, monitored and known inside and out. Ask them questions about your service quality and listen by responding to their answers. They will continue to be your loyal client when they know you hear them and care. Get Leverage & Increase Your Sales Results Immediately! Have you ever started something and not completed it? Or maybe there's something that you know that you should do but you just don't seem to get around to it? Or perhaps there's something that you know would benefit from more attention / more focus but you just don't give it the attention that it deserves? 7 Phrases You Cant Say in Sales 7 Phrases You Can't Say in Sales In Sales You Get What You Expect If your mind is set, you will be unable to change your mindset. For example Christopher Columbus... You CAN Be a Great Salesperson! When you are in sales, you have the choice to be successful or unsuccessful. The only one to set limits on your income and success is you! A career in sales is a challenge. Use that challenge to motivate and excite you. Meet and beat that challenge! Spend More Time Selling On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings. 10 Great Ways To Generate More Sales 1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run. Sell Yourself, As Well As Your Product When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves. Increase Your Sales With an Incredible Offer What are you selling? Increase Sales By Flying Under Your Prospects Radar Defenses How do you persuade someone to do what you want them to do? Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them. How to Sell to the Devils Advocate There is a car commercial running were a husband is sitting in a car with the salesperson. The wife is standing outside the vehicle looking in on her husband, but unable to hear the conversation inside. Though the husband has a "I'm beating up the sales guy for the best deal" look on his face, he's nicely asking the salesman to just "play along" to make his wife think he's working the salesman over in order to get a great deal on the car. The Top 10 Powerful Tools for Growing Sales Through Creating Connection Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer?NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today.
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