Docstoc

Closing the sale

It’s been said that a good salesperson can sell just about anything. Whether it’s something that is incredibly useful and the client needs or a more arbitrary product that really has no use, a good salesperson should be able to use their charm and wit to coax someone into a sale. That’s not to say that great salespeople are phony, just that they have become acutely aware of how to close a sale.

With some practice and a little bit of guidance, there’s no reason why you too shouldn’t be able to close a sale with the best of them.

Reading your client

Much of what makes a good salesperson is being able to “figure out” other people. What values do they have? Why are they passionate about what they do? What do they get excited about and why? These are all important questions to answer because different people respond well to different approaches. For instance, you would probably focus on different aspects when trying to sell the same product to a youth pastor as opposed to a professional athlete.

Once you feel like you understand your potential client, make a concerted effort to show that you are truly interested in them. People tend to respond a lot better when others show interest in what makes them unique. If you can create a solid relationship with someone you’re trying to sell your product to, it will make closing the deal that much easier. Moreover, even if you don’t make a sale the first time around, you can now keep this person as a solid contact when you make your next sales rounds.

Watch for signs

As a conversation about a potential sale for a product is coming to a close, there are a number of signs to watch for that could indicate a sale is near.

  • The conversation was moving at a fluid pace but now it has a much slower rhythm. When people are attempting to rationalize whether or not to buy something they tend to slow the process down to analyze it in their head.
  • The pace of the conversation goes increasingly up. This shows a lot of energy and enthusiasm, generally meaning that they are ready to move forward with you.
  • They start asking a lot of questions. People are generally busy and wouldn’t waste time asking a number of questions about something they aren’t interested in.
  • They ask questions about stuff not related to the product, such as delivery fees and timetables. This shows that they’ve already moved beyond thinking about whether or not they want the product and now are thinking about how to obtain it.

Once you read the signs correctly, then you can start to test closing the deal. Nevertheless, it’s better to ease into it than get overexcited and rush someone into making a purchase. Some people are willing to commit to a purchase at the drop of a hat while others can take a long time to consider all options. Let people work on their own timetable.

Stay true to the process

Treat each sales call as if it’s your only one. It can be a tiring process to go over the same stuff all the time, but there are vital steps to take early on that you can’t go back on. For instance, don’t try and sell the product before giving a demonstration if showing the product off is a big part of your pitch. Even if they seem interested from the get-go, remember that there’s a reason why your process works and that you should stay true to it.

If you follow the above suggestions and get more confident in your sales ability, then it should making closing sales that much easier.

Sources

http://www.entrepreneur.com/sales/salescolumnistmarkstevens/article205824.html

http://www.dummies.com/how-to/content/closing-the-sale.html

http://www.inc.com/guides/2010/05/closing-the-sale.html

 
;