How to Close Sales Better
Understanding how to close sales better is the single most important feature to defining your profile as a businessperson. Online sales depend more on the foundations of an appealing website, but face-to-face sales are a whole different ballgame. Here’s our plan on how to take charge and dramatically improve your salesmanship:
Eye Contact and Personality
You can close at every opportunity, it’s never about luck. That’s a common myth and falling into the trap of believing sales is just a numbers game will cost you big time. It’s all about how you conduct yourself while selling products.
Eye contact, eye contact, eye contact. The difference making eye contact will make is astounding. And this doesn’t just apply to sales. All across the board people tend to treat you differently when you make eye contact. Eye contact is essential to gaining the trust of a prospective buyer. Just try not to overdo it.
Humor is always a good way to ease the initial awkwardness/pressure when meeting someone new. Make the prospect laugh, tell a good story. Just keep it lighthearted and appropriate. People like to feel good, and humor is key to achieving that. When things are less serious, prospects will have an easier time making decisions.
What’s in it for the buyer?
Can your prospective buyer come out as a winner if they make this purchase? What can they gain by buying your product? This section applies to clients who are looking for a product that can meet their own performance goals set by their company. Maybe you can help them earn serious points within their company by meeting goals. Your goal should be to sell to the client the potential to look like a rock star.
Start by gauging what performance markers the client needs to meet. Show them how your product is the perfect match for them. Demonstrate the benefit that your prospect and their company will get by buying your product.
Another key tactic is to undersell the value that your client could be bringing to their company. By doing this, you’ll be achieving multiple things. Firstly, it provides a safety net in case performance goals aren’t met. But more importantly, you’ll look like you exceeded expectations if all goes well. If this happens, the client will retain business with you.
Be proactive and entice the prospect with a preliminary deal to get the ball rolling. If there’s a good incentive to buy, you’ll ensure that the sale will be closed.
Back up your promises with a plan of action
In order to close a sale, you need to be able to make the prospect completely confident that buying your product will net them results. Show the clients the track record of success your product has. From there, present a well-crafted outline of how your company will make sure results start to come into play.
Start with a sit down with the prospective buyer. Be ready to present exactly what they’ll be getting for their money. You need to develop a script that includes a proven track record for your company. Clients will have more confidence if they know that previous buyers are getting results.
The next step will nail down the sale. Show your client that you have an outline of how your company plans to get these results in motion. Perhaps you’ll implement an advanced three step approach that promises results within a week. Whatever your specific strategy may be, it’s essential to have one so that your client knows they’re making the right choice.
Charisma is Crucial
Whether it’s real or not, a good salesperson knows how to show excitement about their products. Maintain high energy during your pitch. Your client will notice. Excitement in your product will rub off on the client.
While at times it you may have to fake excitement, it’s important to focus on selling what you actually are excited in. Keeping up a façade may work, but clients will notice if you let your guard down. Be genuinely passionate, the client will see that you are personally invested in this product. It’s all about the appeal to emotion.
Be careful about your wording
Maintain caution when choosing what words to use during your sales pitch. Remember that customers are smart, and they will be aware of buzz words that sound rehearsed. Words like “innovative” could sound off mental alarms to clients. Try to change it up and be sure to keep it natural.
Avoid words that have been used over and over again. By doing so, your pitch will come off as much more creative. Clients have heard the classic “new and improved” sales approach countless times. Try another route by going over the disadvantages of a previous version of the product and demonstrating how the new product overcomes those limitations.
Consider building a list of words that might alarm a prospective buyer before your pitch. It’s a good mental exercise to keep the sales pitch fresh and natural.
Closing sales depends on honesty first and foremost. You need to build a trusting relationship with your clients. Don’t make false promises. Clients are putting their money into your hands, so be prepared to deliver.
Lastly, be strong in negotiating. If a deal is a no longer worth it, be prepared to walk away. Negotiations are important in showing a prospective buyer that you are capable of doing what you say you’ll do. Just because you had to walk away doesn’t mean the deal can’t be closed eventually. With time, you can return as an even stronger salesperson and close the deal.
Keep talking about your product. Show that your product has value and will directly impact the client in a positive way. Never back down from your stance. As a salesperson, you are responsible for maintaining product image. You directly influence what prospects see when they listen to your sales pitch.
Clients will require all kinds of information on your product. Making sure you know the ins and outs of your product is definitely crucial. However, if you need to get follow-up answers, it’s no issue. Just be sure to deliver on those answers. Active communication will maintain a healthy relationship and drive sales.
Ian is a student of Business at the Honors College at the University of Alabama.
Contact Ian at email@example.com
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