The following 5 tips have been proven to work time after time to bring in more business and close more sales. Most importantly rather than being manipulative, they offer a common sense approach to business.
Think back to your past experiences in each case.
Tip #1: Have you met business people who are so intent on selling they do not listen to you?
In order to close a sale, you have to ask why the other person called, emailed or visited your store in the first place. Something caught their attention.
Rather than guessing, Question and Listen. Be direct and ask, What caught your attention?
Once they provide a clue as to why they are talking to you, take time to ask about the challenges they are facing and determine in which areas you are able to help. This serves to build relationships.
Tip #2: Have you ever been uncertain about the exact meaning someone is trying to get across?
The best strategy in this case for closing the sale easily is to clarify their meaning. Most salespeople and entrepreneurs are too embarrassed to ask for clarification. They believe it makes them look stupid. So their problem is compounded by not asking.
By the time they finish the conversation their credibility is at an all-time low because they are not on the same page with their prospect and have not built a sales relationship, so the chance for delivering an accepted proposal is next to zero.
By asking, Will you please clarify? you will sound professional and eager to learn the situation of the other party. This will in turn build your relationship and your credibility.
Once you have the clarified information, you are able to direct the conversation and the proposal to the interests of your client and greatly increase your chance for closing the sale.
Tip #3: Have you ever been dissatisfied with services delivered because they did not meet your expectations?
Now that you are the selling party, it is best to recall that situation and improve upon it for your clientele. Set all expectations prior to asking for the sale.
Once your prospect describes what is wanted, needed and expected, it is then your turn to address every issue. Proceed to answer each request in the order it was given to you.
You must be completely honest about what you can and cannot do, and what you will and will not do. This suggestion will put you in a leadership position and provide you with greater credibility.
By setting expectations ahead of time, you will diminish the potential for disappointment. Instead, your clientele will receive everything they expected and will appreciate your customer service policies and the honest relationship you built with them. These clients will spread good word of mouth and offer referrals.
Tip #4: Have you ever wondered how to make your prospects feel comfortable with you and your service?
Speak the language of your prospects and you will have them buying into what you are saying. I am not telling you to learn a variety of languages because it is easier than that. Instead, wherever your prospects sound or look passionate whether sad or happy, literally take note of their vocabulary describing the situation by writing it down.
When you are ready to ask for the sale, whether verbally or in a written proposal, use the vocabulary of your prospect. They will recognize their words, that you were listening carefully and that you are trustworthy.
Using the vocabulary of your clientele is also an excellent technique for building business relationships. Your closing ratio will climb.
Tip #5: Thank everyone for their help and their time in every situation. Your sincere appreciation for their help will lead to further business from your clients and their referrals.
As you build goodwill and good word of mouth, you will find selling truly is a Smooth Sale!
Elinor Stutz, CEO of Smooth Sale, LLC and author of Nice Girls DO Get the Sale, trains others on her proven relationship selling techniques through services and products. Her book sells worldwide.
Services include training, coaching, and speaking.
Smooth Sale accommodates all learning styles.
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