Salespeople would most likely prefer their sales meetings to end on a positive note. The prospect pursuit continues until the sales reps convince their potential clients to try the product or service. Though the ultimate goal aims at closing deals, the persuasion method is bound to vary. Nonetheless, whatever method you opt, the sales closing techniques used should help strike a chord with your prospects.
Getting a green flag from your prospects is the toughest part of the sales cycle; successful deal closing stands on another level. There is always a chance of losing the sales opportunity if you don’t play the cards right. To prevent prospects drifting away to your competitors, contemplate on practicing the following sales closing techniques.
Steady Communication and Rapport
“When you talk, you are only repeating what you already know. But if you listen, you might learn something.” –Dalai Lama
You should not just talk to your clients; the communication must be steady throughout the meeting. Make the customers realize that they are the major part of this process. Take as many questions as possible, without hesitations. When the clients feel that they’re equally contributing to the conversation, it helps to keep a steady rapport. A combination of a healthy communication and constant rapport is sure shot sign that the meeting will conclude in positive terms.
Know Your Clientele
“If you are not taking care of your customer, your competitor will.” – Bob Hooey
If you want to sell sporting equipments, you need to find athletes. You have to spot your potential buyers and set a target group. If you pitch to the clients that might be interested in your product/service, you are already on the right track. Now all that is left is to make them realize exactly why and how much do they need your product/service.
Focus on “How” Rather Than “What”
“Stop selling. Start helping.” – Zig Ziglar
The most common mistakes sales people make is that they concentrate on conveying just the message about what they are selling. Giving only raw information about your company and product towards the prospect might not be appealing enough. It’s also not professional if it seems like you’re only reciting from a script. You’re selling to a human, that’s how it must look prefer. Physical gestures, genuine compliments, small talks, etc. could be useful tools to keep the flow of the conversation on the right track.
Benefits, Not Features
“As you travel down life’s highway…whatever be your goal, you cannot sell a doughnut without acknowledging the hole.” – Harold J. Shayler
The prospects will focus on how the product is compatible to their needs. Some features will be applicable to them and some won’t. Just because some products are extraordinary, doesn’t necessarily comply with everybody. Clients should be well informed of how exactly is it beneficial if they agree complying with your product or service.
Save the Best “Information” for Last
“Great works are performed not by strength but by perseverance.” – Samuel Johnson
Just when your clients think they have heard enough and are ready to make a decision, hit them with privileged information that gives them more advantage. Try to lure them with immediate benefits like discounts or other exclusive offer specifically for them. This approach should let them know that they are getting something extra for free or very cheap: — a bonus. It will make them consider one more time just in case they had thought of not associating with you.
Columbo Sales Technique
“Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life.” – Mary Kay Ash
“Columbo” was the lead character from a 70’s TV show, named after the protagonist, who played a detective in the series. The method that Columbo used to get the suspects to confess has been remarkably perceived as a sales closing technique. Although now it’s considered an old idea, it could be a useful resource to have on the side. He primarily used the element of surprise against the suspects to catch them off guard.