If you’re looking for “to-do” sales tips, there are many easy to follow formulas that support success in closing sales. Sales is as much an art form as it is a scientific process. Maintaining positive body language, confidence, an upbeat attitude are some of the great intuitive ways to close more sales. Now we are going to go over four easy-to-avoid sales offenses to steer clear of, which hopefully will assist you in achieving more sales closes.
1. Closing Only Once and Too Quickly
One of the most common mistakes new sales professionals make is to close only once. The more opportunities you give your customer, the greater the chance they will buy from you. Another mistake is closing too fast or without first giving your customer a chance to offer up their objections for you to overcome in order to strengthen your position. Locking in the sale opportunity as soon as possible will only lead to regret for you when they do actually decide to buy from you later and can’t because it’s been closed off to them. Let your customer tell you what they want and when.
2. Being Too Aggressive
Here’s one of the best sales closing techniques: always respect your customers and never be too pushy. Yes, the sale is a big deal for you, but it’s also important to remember that what you’re selling has value and your customer might not be ready. Don’t devalue yourself or your product by caving in or underpricing it just to get the sale. If you’re skilled, you can wait for an opportunity to get a sharp angle close once your customer is ready to buy.
3. Using Only Statements Instead of Questions
Your closes should always be in the form of questions, not statements. Statements sound like lectures – they’re not engaging, and you aren’t learning anything about what you should be offering your prospect. Always give them the opportunity to tell you. Ask questions about what they are doing now, their pain points, their challenges, what their ideal situation would be and how they think they can achieve that goal. Relevant questions to their industry, job position, and market will help them see you as a helpful expert offering solutions.
4. Not Building a Sense of Urgency
A sense of urgency is a big part of closing techniques in sales, but it’s important to create that sense without forcing them. Your time is important, and you need to make the prospect aware of that without being too obvious about it. One ways you can create a sense of urgency is by creating a deal or bundle that’s available to them this week or month depending on your sales cycle. Devise an offer that’s of value to them that can be purchased easily.
Asking questions in your closing sales statement also allows you to really learn about the customer and what they’re interested in so that you can make the right offer or recommend another product later on when they may need something else. The worst thing any sales rep can do in an attempt to close a sale is to be focused only on the product or service he or she is selling. Get to know your prospect and their needs, and you will find a lot more resulting sales closes. Prospects are more concerned about themselves, and sometimes they’re not even sure what issues they truly need to solve. That’s where you come in; you should be asking probing questions about their concerns so you can offer solutions more so than hard-selling.
Asking these powerful questions is not only instrumental in zeroing in on your prospects’ pain points, it also communicates to them that you genuinely care about their problems.
Be sure to include them in the process by asking them for their opinions. Not only does adding the phrase “in your opinion” soften the blow of rejection, but it also shows your client that you are interested in what they think and you respect how they feel.
The “inoffensive close” is anchored in questions. This time, it is appropriate to ask leading questions. You have to drive the conversation home, which hopefully results in a closed deal. Subscribe for more business, sales, and investing posts. Have a lovely day!
