It’s a question many in business ask themselves: how do salespeople become successful? The answer is that they spend most of their time cultivating meaningful relationships with their clients, providing advice and assistance where possible throughout the buying cycle. Closing the deal is just the natural result of the relationship building process. Here are ten tips gleaned from successful salespeople designed to help you ink that successful contract.
- Knowledge: Find out everything that you can about the products that you are selling. Read the latest technological reports, study the trends, and understand how your products can be used. The more information that you have at your disposal, the more authority you develop with your customer.
- Honesty: Never lie to your customer. Answer their questions truthfully. Don’t elaborate on your answers unless prompted. You do not want the single contract, you want your client to give you the first option on any upcoming deals.
- Listen: Ask your clients questions about what they want. Listen carefully to their answers. Help them solidify their vague concepts with concrete solutions. Your client’s desires trump profit margin. Sell customers items which are just right for their needs. Do not offer an Escalade when your customer wants a tiny vehicle. Conversely, do not show the miniature vehicle when the customer is looking for an SUV.
- Ask for the deal: You have cultivated the relationship and developed a strong rapport with your customer. Your prospect wants to work with you. Take that rapport to the next level by turning it into an active business relationship. If the customer says ‘no,’ find out their objections and address them.
- Offer solutions: You are not providing products, you are offering solutions to your customer. If your customer wants a copier which can print double sided, you are answering that call. In future interactions, make sure that you place emphasis on the fact that your product will provide X, Y, or Z.
- Give something for nothing: Add an extra incentive to the customer to close the deal. Entice them with an offer of a free gift or a discount on a related service. The perk that you offer could be just what your customer needs to agree to the sale. Roll the price of the incentive into the total sale price. Emphasize the fact that the offer will last for a limited time.
- Research: Know about the customer’s business before you make the first call. Let them know that you are offering a sympathetic ear. That familiarity will translate into more closed deals. Use Facebook and LinkedIn to find out about your prospect’s hobbies or interests.
- Overcome objections before closing: Deals will often fall through because the customers do not have the money or they are not the only decision maker in the process. Ask probing questions in the beginning of the interaction. Discover their specific requirements. Ask the customer what you need to provide in order to gain their business. Tailor your solutions to meet their requirements.
- Follow up: Follow up with your clients to make sure that they have gotten the experience that you advertised. Address any concerns that they have with your product and offer the value added service of training. Clients will return to use your services if you show that you genuinely care about them.
- Confidence: You need to have the confidence to close the deal. You deserve the success that you are achieving. You are sure about the product that you are selling. You are confident that you have chosen the right widget to suit the customer’s needs. Display that confidence when making the sale.
Closing the deal does not have to be a harrowing experience. Learn about your customer and anticipate their objections. Approach your client with honesty and listen to their needs. Practice your closing techniques and you will soon be getting your clients to sign on the dotted line.