- Get Them To Commit
- Be Tactful And Deliberate While Questioning
- Communicate Directly
- Get Ahead Of Any Objections
- Establish A Collaborative Relationship With Your Prospect
- Prepare For Price Rejections
- Be Straight Forward In Asking For A Commitment
- Do Not Be Afraid To Walk Away
- Stop Selling After You Have Gained Commitment
Get Them To CommitGetting a prospect to commit to a sale is relatively easy if only you are willing to put in the work. Most people make the mistake of assuming that it just takes charm to seal the deal. Charm is part of it. The other part is that proper preparation is essential to success. From the very moment you pick up the phone and get in touch with a prospect, you must be purposeful about selling. Every move you make from the first ‘hello’ to the ‘pleasure doing business with you’ must be deliberate and methodical.
You must undertake as much research as necessary so to cover your bases. It essential to know where in the organizational hierarchy your prospect is, the company’s financial strength and who has the power in that organization. Once all those critical aspects have been established, you must frame the value propositions that will inch you closer to making your sale.
After you have decided it is time to move in for the kill, do so swiftly and do not let up until the sale is close.
Be Tactful And Deliberate While QuestioningPeople are looking for other people and things that will be of value to them. As a seller, you are looking to be the person they turn to when the need for something of value arises. When you are selling to a person, the types of question you ask during your meeting matter a lot. It is an opportunity to get as much information as possible that will help you close. Plus asking the right kinds of questions positions you as an individual who cares. This makes the prospect more open to hearing what you have to say and the possibility of closing.
While you are asking, be sure to zero-in on the customer’s considerations while buying and how they go about the process. It is also vital to find out the deficits in the areas that company has that you could provide a solution for. To this end, you should talk to all the relevant parties that could interact with the product you are selling. This way you can find out how to give them what they need. People looking for products look for value. Give it to them. Always recap the answers with your prospects to ensure you have all the necessary details correct.
Communicate DirectlyAfter you have talked to all the right people, you must present your product as the solution to their problems. Frame the qualities of the product you are offering as benefits they stand to gain. More so highlight the costs and savings they will make when they buy your product, in comparison to the current state right now. This way they see the value in what you are selling.
Avoid the mistake of assuming that your prospects know the value of what you are offering. You risk losing the sale if you do. Always strive to make the benefits of using your product as clearly as possible. Be as vivid and as explicit as possible. Have testimonials and other supporting evidence on hand to show a clear portrait of what they will gain by buying your product. This should get them amped up for the next stage.
Get Ahead Of Any ObjectionsThere will be some resistance or hesitation at some point. Never let it get to that stage. Most people ignore objections outright while others segue into other areas. Prospects see that as a complete disregard of their feelings and thoughts and will tune you out if you do not address them to their satisfaction.
As you prepare for the closing, list down all the issues you feel that prospect could bring up that could hinder the closing. You must know your stuff so that you can counter any resistances that will come your way. Plus, if you can confidently explain your products value in a way that allays their fears, you will have the prospect hooked.
Establish A Collaborative Relationship With Your ProspectIf you want to close successfully, get the prospect to feel involved. Good closers make their prospects feel as they have some skin in the game. They must feel as though they are part of the recommendation. This will depend entirely on how you approach the sale itself.
Be enthusiastic and proud of the product you are selling. Such enthusiasm with will catch on quickly and the prospect will get into it. They will feel as they got a really good deal and value from your product because you were invested in it just as they were.
Prepare For Price RejectionsIt is very easy to be self-conscious about your product when your competitors could have a similar one at a lower price. Do not let that get to you. Always remember that it is about the customer and the value you bring them. It is not about you. Once you explain the value your product will bring to them and their company confidently, they will be on board. You have established credibility and it is easy to trust you.
Be Straight Forward In Asking For A CommitmentAfter you have made your case for the product and provided all the necessary information about it, go for the direct commitment. Do not drag out the closing process longer than necessary. Commitment is the final goal and should be reached as soon as possible. To this end, you strive to end strong. Also, keep an eye on buying signals.
Buying signals could be like requests for more information, schedules for product availability or the pricing. Be keen as you approach the closing stage.