Sales can be tough. From improving closing techniques to avoiding bad habits you can begin closing more sales. Here's 7 tips that can help.
Find Ways to Help
When it comes to customer loyalty, the ultimate goal is to be viewed by the customer as a valuable resource, or more importantly, as a trusted advisor. Use your connections, skills, and knowledge to help make your customer’s job easier.
This will not only make your customer’s job easier and help to improve your standing with them, but it will also help make closing a sale easier for you.
Develop Multiple Contacts
Unlike a small business, if your customer’s organization is large, more than 50 people, there is a good chance that purchasing decisions are made with the approval of more than one person.
This means that regardless of what your contact thinks of you, there is still the chance that the sale you have been working on will fall through. Therefore, it would be in your best interest to develop more than one contact within the organization to avoid being blindsided.
Don't Obsess Over Closing
This may sound as though it contradicts everything you have ever learned about sales, but do not obsess about closing a sale. Yes, the end-goal is to get the sale.
However, instead of focusing on the end goal, focus on how you lead the customer to that goal.
Look at the steps that will lead up to the closing and focus your attention there. That way when the time for closing comes, it will be a simple process.
There is nothing wrong with asking a customer if they are speaking with another company. If they are, simply give a kind word for your competitor and then move on.
Adapt your message so that it emphasizes what your product has and what your competitors’ product lacks.
Focus on The Customer
When you are in the business of selling, it can be difficult to focus on anything other than closing a sale.
However, by putting your customer and their needs first, you avoid alienating them, show that you are concerned about their needs, and increase the chances of a customer buying from you.
You can know everything about your product, but unless you can convey how it is relevant to your customers’ needs, you are going to have a hard time in closing the deal.
Show how your product provides a service or function that is relevant to your customer’s unique needs.
Do Your Research
Unless you know your customer, it is difficult to place their interest first and to show the relevance of your product regarding their needs.
Use social media, along with the customer's website, in order to learn more about them before you contact them.
If you are unsure about how a customer feels about your product or service, or if you are worried that they are not ready to buy, then don’t try and close.
You will have to do some more work but it will be worth it when you are closing. When you are sure the customer is ready, then start discussing details and close the deal.I hope you found this information beneficial and feel free to comment down below any thoughts or questions you may have.