There are so many formulas for closing sales, it can be a little overwhelming to sort through all the advice out there. Staying authentic while pitching products and services or qualifying prospects can be a challenge, but it doesn’t have to be. We can maintain who we are and our unique personalities while closing sales. The best way to balance our authenticity with our performance as the salesperson we need to be in order to successfully close the sale is to have a formula that works, and practice that formula until it becomes second-nature. Learn how to close more deals with the following 8 easy sales skills.
1. Be Impassive, Be Indifferent
Sensing nervousness or impatience in you will create annoyance or discomfort in your client and could come across as desperation or insecurity, which always backfires. Imagine before you physically walk into every office or remotely pick up your phone to call every prospect that you have already closed your quota for the day. Visualize and apply the confident feeling that you have already hit your goal, and view your next prospect as just a bonus.
Make sure you have mastered your sales pitch so that you can ignore the pressure even if you are in a hurry. Take your time to outline what you need, and keep the thought in the back of your mind that if they don’t buy, it’s not a problem because others will.
2. Don’t Compromise Your Attitude, Don’t Show You’re Upset
Your customers may simply not need your product or service without even knowing all the details. It’s completely normal for you to feel frustrated, but don’t take it personally because it’s not you they are rejecting. If you feel rejection and need help managing those emotions, read How to Deal with Sales Rejection.
3. Accept Your Prospect’s Opinion
Speaking clearly with a strong tone will convey the appearance of confidence. When your prospect has an opinion, you should listen to them, hear them out, and then with confidence and respect, you should address their concerns. Whatever you do, don’t discount their opinion as invalid. It can be helpful to use the word “and” instead of “but”.
4. Focus Your Speech on Your Prospect
Try to find out which activities your customer enjoys engaging in, and gain some preliminary understanding of their unique interests or ideas which can be discussed to break the ice. Find out what their concerns are with the status quo. When they discuss their concerns, it is much easier to present your product/service to specifically answer their needs when you understand as much about them and their personal perspective as possible.
5. Take Ownership of the Prospect’s Problem
Before attempting to close a sale, you need to know how much the prospect wants to resolve their problems. If they have already presented the problem to you, which should have been done before the presentation then the next step is to know if the prospect is ready to solve it. Questions such as: what would you need to be able to solve this issue, or how do you see that problem being resolved? Keep these questions brief and watch for their body language. Make sure they are confident and open when answering your questions.
6. Stay Humble, Never Feel Superior
It is understandable that one might adopt an authoritarian position once he or she becomes an expert in his or her field, and on the other hand, defensiveness can be a natural response to unkind rejection. Don’t fall into either trap. Feeling superior to your prospect will create issues every time, and even if they are very rude or mean, you should remain kind throughout your interaction with them.
7. Take Nothing Personally
Keep your ego out of the conversation. Your interactions with prospects will sometimes get you nowhere, and it’s important not to take personal offense to anything that happens. To avoid wasting time, stay on topic and focus on your areas of expertise to qualify or eliminate your prospect quickly. You will want to be real and personable while you remain professional, and remember that a “no” isn’t a personal rejection.
8. Be Authentic
A prospect can sense when you are being genuine during the sales process. It’s important to communicate to the client that you care about them and the success of their business as well as closing a deal that supports them in their goals. Coming off too agenda-focused or calculated can turn people off, so be prepared to mix some of your genuine personality into the conversation. Don’t be afraid to shine in your own unique way. For help with being yourself during the sales process, read Be Your Sales Self.
Spend a bit of time reviewing these tips on how you can be yourself while talking to prospects. Once you know who you are or who you want to become, you can start organizing these traits and skills to integrate into your process. Your sales formula will become second nature which will allow you to spend more time selling and less time worrying about what others think. Be authentic, have fun, and enjoy the process. Subscribe for more business, sales, and investing posts. Have a lovely day!
