Effective Closing Strategies and Skills –Article 3 Written by Stanis Benjamin-DTM When salespeople view prospects as people with whom to match wits, they build a mental barrier between themselves, their customers and sales. Instead of just selling to your customers, try selling with them. Closing a sale is largely a matter of trust, so earn theirs by making them the focal point of your selling strategy. Showing your customers how much you know about your product probably won’t impress them. Your customer won’t benefit from your product knowledge, but a thorough knowledge of their situation and needs helps you provide solutions that may save them time or money and solve their financial needs. Demonstrate your expertise by sharing your understanding of the long term problems people in their situation face. Take your cues from your customer. Ask plenty of open-ended questions and listen for the concerns or problems that seem most urgent to them. If customers keep repeating certain key words or phrases or try to redirect the conversation back to a particular issue, they’re probably trying to tell you something. Forget what you came to say and keep the spotlight on them. Take your time. When you make prospects feel rushed or pressured, you’re sending a signal that the immediate gratification of a sale is more important to you than the long-term needs of your customer. If you push too hard, your prospect will likely push back, so spend plenty of time building rapport and earning trust. Don’t just try to get the customer to say yes, make sure they’re comfortable with their decision. When customers take a little longer to buy, stick with them your willingness to wait shows them you place their needs above your own. The more involved prospects get in making the buying decision, the more confident they can feel about their choice so get them involved in the sales process through questions and activities. During each of your appointments, encourage customers to ask as many questions as they want, and let them experience their involvement through a number of creative activities. Use trial closes when you hear positive comments as a number of Yes from the customers helps them convince themselves of their buying decision and also help reduce buyer remorse. If you focus on results, you will never change. If you focus on change, you will get results. - Jack D
Posted on: Mon, 05 Aug 2013 23:00:00 +0000
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