7 steps to close the sale
7 things to help you close that sale. More things than steps to be honest.
We are all in situations where the sale is there to be taken. Some you will win, some you will lose. And that in itself is important not to get too hung up about.
Sure you should do everything you can to ensure you get the deal. I think you should also be aware of and monitor your win ratio. Certainly in our business To Market we track the percentage we win, the percentage we lose and the percentage where the order is never placed (to the best of our knowledge.) You should do the same to ensure the market isn’t changing without you being aware of it.
There are many things to do that will give you the best chance of winning more and losing less. And remember the more you win, the more it turns up the heat on your competitor doesn’t it ?!
- Be Subtle
Obviously, you don’t want to just shout out “Well, let’s get the order signed then shall we?!” You need to be subtle about the entire process and build trust with them.
If they throw objections your way, you MUST deal with them. Otherwise they will feel you’re not listening.
- Ask questions. Ask plenty of questions. These are vital for 2 reasons. First it shows interest in the other human being. They will like this and it builds trust. Secondly it allows you to gather all the information you need. In turn, this will make it more likely you will sell them the right product or service to fit their needs.
- Offer Choices
Your potential customer doesn’t want to feel like they’re being pushed into anything. You need to give them choices. This could be something like the specification of the product or service, the quantity, the colour, delivery options, upgrades etc.• Demos and trials
One of the best ways to close a sale is to let the customer test the product or service. Show them how it works and how it fits into their lifestyle. Allow them to try it in their application, using it in the environment and way that they would normally. This allows them to ‘buy it’ in their mind. Once they’ve done that, you’re there!
- Use careful language
Remember to speak positively, and with benefits. But you must also keep your credibility intact. Making fantastic claims or using manipulative language won’t win you friends. Even using their language back to them (as you are taught within NLP) will help them feel you are just like them. It makes rapport building considerably easier.
- Ask for the order. Once you’ve done what you think you need to do to secure the order, just simply and smoothly run into the next bit which is to ask them if they want to go-ahead, or do the paperwork or book it in. Closing shouldn’t be scary and is merely the next part of the sales process.
- Build future sales opportunities. Keep in touch regularly and always be looking to build the next sale. This could be an upgrade, a new improved product, whatever. Bear them in mind for other things your company could offer them that would make their life better and also tie them in stronger with you.
In selling we never stop learning, but these are certainly 7 steps to ensure you win more, and lose less! The best of luck.
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originally posted 3 Jun 2011