by Sean McPheat
Many salespeople fear the ‘close’ of the sale, as they think it might be putting too much pressure on the decision-maker.
Use these 19 tips to reduce this fear and build confidence when you get to this strategic part of the sales cycle.
1) Get rid of sales objections before they come up.
By anticipating and dealing with objections early on in the sales cycle, there is more chance you will hit the buyer’s purchase decision with a clean run.
2) Don’t think of the close as a close; think of it as a gaining-commitment step in the process.
Rather than thinking of closing a sale, think of it as furthering the relationship.
3) Build value rather than concentrate on price.
Any customer who buys solely on price will never see the value of value, so start by building up the worth of your solutions before discussing price.
4) Identify the biggest or most frequent objections you get, and practice dealing with them.
This will build your confidence when dealing with stumbling situations.
5) Practice asking for the order.
It’s often seen as the biggest fear for many salespeople, so practice simply asking for the buyer’s decision.
6) Recognize that closing is part of the sales process, rather than an individual step.
Without building up the value of your solution, closing simply won’t happen.
7) See the whole sales process through the eyes of the customer.
It’s always what they see, rather than what you present.
8) People don’t like making decisions, so take that pressure away from them.
Instead, help them to buy the solution and create results that will make the decision easy.
9) Speak the customer’s language at all times.
As soon as you start using jargon or terminology that loses the customer, you lose trust and make the decision harder to make.
10) Ensure the buyer is listened to.
Without this, the buyer will get the feeling they are being put under pressure and start to resist you.
11) Cover all the areas of agreement with the prospect.
This makes them feel they are going in the right direction with you.
12) Ask if the buyer has any questions after you have gone through your presentation.
You are looking to make sure there are no specifics left uncovered at this point.
13) Decide what the best end-of-meeting result will be.
If the buyer has to get further approval, work towards that rather than thinking you have to make a sale at the end of every meeting.
14) Make it easy for them to buy rather than having to sell them your product.
The easier it is for them to make a decision, the quicker they will agree to your suggestions.
15) Make a recommendation or suggestion so they see the end result.
This is better than just asking a question.
16) Concentrate on the results they or their business will get by using your products or services.
This gets the buyer thinking of the future you will provide rather than the cost of the product or service.
17) Present the solution as if it’s a ‘done-deal’.
If you are confident the solution will be right for the customer, you will share that confidence and your customer will pick up on it.
18) If you don’t gain commitment, find out what went wrong.
A simple question like ‘OK, where did we go wrong?’ will enable you to see what needs to change next time.
19) Practice, practice and practice your gaining-commitment technique.
There is real value in making sure you are confident in your delivery.
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