There are many different environments for sales people. You might be that lucky individual where the customer calls you and all you need to do is write the order, but this can make you a lazy, lazy sales person. Maybe you are on the road stopping at business to business pitching your product or service. Lastly you could be sitting in your cubical hammering out calls to a list of prospects that you need to buy-in to your pitch in the next 15 seconds, because that’s pretty much the time you have to grab their attention.
Regardless of the type of sales environment you currently work in you need to know you to work your customer from the prospect to the close or an up-sell opportunity.
A key component to closing a sale or sales presentation is to first understand your product. You need to be the expert in the room or on the phone. Obviously if you don’t understand what the heck you are selling or cannot explain the features and benefits to your customer, then you are already dead in the water.
The second thing you need to do is understand each customer you are selling individually. If you walk into an appointment and treat everyone with the same introduction or opener you will find yourself becoming disengaged with the task at hand, closing the sale. Doing the same thing every day and selling the product or service can become redundant if you let it. You need to make each call, pitch, sale, part of your master plan of accomplishing your ultimate goal, whatever that might be. Set your own goals at a level that exceeds company standards and you will always win.
Once you have your customer engaged and asking you questions you have broke through your first barrier and they are interested in learning more. You need to next give them a reason to want to invest in what you are selling and gain agreement, get them to say “yes” as many times as possible, human nature makes them gain trust in you by doing the “yes” game. When possible let them close themselves, the less you talk once you gain interest and agreement the better. In most cases they will ask you, “how much?” and you should try to make it an “investment” instead of a cost or expense.
Ask for the sale and assume that they are investing in your product or service. If you do this you are indirectly telling them what you are offering is the best thing for their business. Get a signature on a contract or credit card for payment so there is no confusion. Use your sales skills, they are what has gotten you to this point by understanding their body language, they may ask some difficult questions towards the end, be prepared to tackle these challenges head-on. Remember that a “no” is better than a “maybe”, a maybe will waste your time and cause you to loose focus on potential buyers.
Hey, you’re a sales professional and you need to understand that making and closing the sale is what you thrive on. Just stay engaged and positive and with attainable goals in mind and you will win in the end. Remember, make it happen or it will happen for you!