Sometimes closing a deal is easy.
You connect really well with customers and they want what you have. However, every salesperson runs into a tough sell. Once you’ve vetted the customer as the right person to pursue, you may need to rely on some tricks up your sleeve to remove doubt and sell your case. Here are some tips to help you prepare:
- Always schedule a follow-up meeting. After every presentation, every phone call, and every other touch point, write your next follow up into a calendar. If you have it on the books, warm leads will never go cold.
- Don’t follow up unless you have something of value to offer. When you do follow up, you need to do it in the right way. Arm yourself with a valuable offering that meets your lead’s needs. If you can connect with your leads’ lifestyles and requirements, you can hit home by offering the value they’ll receive if they close with you. You don’t always have to offer a discount or promotion, although those do help. Look at the real value that your product or service will have in an individual’s, family’s, or business’s life. What outcome or experience will they have as a result of saying yes to the deal?
- Connect in multiple ways. Marketing and sales are all about diverse communication channels. A phone call can seem too pushy if your lead is lukewarm. An email or a quick social media message may appear more helpful and less intimidating. You want your lead to see you as a friend and a trusted counselor, not a pushy salesperson. Beware of using one mode of communication too heavily, however. You probably won’t close a deal over Facebook. Progress to a more appropriate medium as you get closer to the decision point.
Ask the right questions. Whether you work in a retail environment known for quick sales or a relationship-driven sales environment, the right questions will improve your chance of making a sale. Instead of asking straightforward questions that are slightly elevated versions of “how are you?” and “what do you need?” try to engage the customer in your environment. Do you work on a car lot that happens to have one of the original vehicles from a famous movie? Find what makes your product, location, or service different so you can start a conversation instead of sticking to a script.
- Listen and research. You can’t just reach out and ask questions and expect a lead to pass over a credit card. Spend more time listening than talking right up until the close. Before you get on the phone, prepare answers to some of the most common objections. If you sound knowledgeable and empathize with your lead, you will earn trust and discover the direction you should use to finalize the deal.
- Know when to stop. If you know someone isn’t ready to make a purchase right now, don’t write him or her off. Ask if you can stay in touch, and respect your lead’s decision. Your time is most effectively spent on leads willing to stay in the game.
Leads will give you all of the clues you need to piece together the right offer. Your job is to stay in the moment, listen, and give them a reason why they can’t say no.
Additional Resources:
- 5 Ways to Close the Sale With Indecisive Customers
https://www.entrepreneur.com/article/229540 - 5 Questions That Will Close the Sale (Without Pressuring Customers)
https://www.inc.com/john-treace/5-questions-that-will-close-the-sale.html - Sign on the Line: 5 Steps to Closing the Sale
https://www.business.com/sales/5-steps-to-closing-the-sale/