sales tips
sales tips - Asking for the order, asking for the business, closing the sale. Call it what you want however when it comes to closing the sale and asking for firm commitment a lot of Sales Professionals get the sweats and think of fleeing in terror.
I’ve seen it many times a Sales Consultant will expend hours with a customer simply to say at the final end “Ok have you got any questions? No? Ok, we’ll how about I let you possess a think about it”. You’ve just wasted hours of your energy and for what? You didn’t even ask for the order!
There’s several basics you should cover prior to deciding to attempt to close there are literally hundreds of techniques and ways you can close, I’m going to cover a number of the basics but before I really do I am going to go over getting ready for your close.
Prior to deciding to close
Hopefully inside your sales presentation you've got a step by step process in which you present your product it could be something as simple as 2 or 3 steps or it could be 10 steps.
For an example I’ll use the below,
RAPPORT -> COMPANY BIO -> PERSONAL BIO -> PRODUCT BENEFITS -> PRICE -> CLOSE
In each step of one's presentation you must be trying to flush out objections on the way, before you move from one step the next you need to be asking questions and trial closing. In this way your making sure that once you get to the end of you presentation you’ve eliminated all objections besides price objection (hopefully you’ve sold the huge benefits so well you won’t have price objection either).
What’s a trial close?
If you were nearly to finish talking about your organization building a good foundation or reliable service, strong history of performance etc etc you first need to ask, “before I move ahead do you have any more questions about the company I represent?” This may flush out any concerns plus more questions they might have.
The Trial Close - Make a trial close as closing the chapter of a book, you’ve been through it, everything’s been answered and you’ve eliminated any concerns. To close the chapter you'll trial close by asking things such as,
Do we sound like the company you would like to work with?
Does our Company’s past performance meet your expectations?
Is it important to you that you select a well known, big company like ours to do business with?
Ultimately the word you are searching for with all those statement is really a “YES” if you don’t get a “YES” or perhaps a positive affirmation then don’t begin the next stage of the sales presentation because you’ll end up getting to the end of one's sales presentation and get to sell the benefits of buying from the company.
The idea is to trial close on each step before you get to the end, only then do you want to close. By the end of the sales presentation you ought to have alleviated any concerns and nullified any objections.
Trial closing also helps to put you in the right frame of mind for closing and phrasing your sentences properly to be able to close the sale correctly. It will help with your confidence and when you trial close successfully all as you go along more often than not you’ll close then entire sale.
Easy Final Close
The Assumption Close - You’ve been through everything answered all the questions, the customer seems happy, why wouldn’t they are buying right?
Mr Smith, given that we’ve been through everything what about I grab my paperwork and we’ll put the order in?
Mr Smith, you seem satisfied with everything, let’s write this up.
Mr Smith, that’s all of the bases covered, what about we do the paperwork.
The assumption close is easy and if you’ve done all your trial closes you then should find little objection in your closing statements. In reality if you close with any of the above statements and you get yourself a
“I think I’ll sleep on it”, discover what the objection is, say something similar to,
“Ok Mr Smith I appreciate you would like some time to think about this, but can I ask, what precisely would you like to think about are you currently unsure about something?” this can flush out the objection so when soon as you’ve overcome the objection, close again!
“Ok Mr Smith, are you comfortable with everything? Great, let’s do the paperwork!”
Tips: Trial Close often, it is possible after any compelling statement or part of your sales presentation, a straightforward “do you agree” after a statement is usually powerful enough to obtain commitment on a subject.
sales tips
Go for the close, don’t make the mistake of not seeking the order, you’ve spent the time and energy speaking to your customer now it’s time for you to get paid! Eliminate objections and ask for the order, it’s simple yet somehow so many Sales Professionals have problems asking the important question! Always remember us People LOVE to buy things!
You’re not there to sell, you’re there to help your customer buy!
I’ve seen it many times a Sales Consultant will expend hours with a customer simply to say at the final end “Ok have you got any questions? No? Ok, we’ll how about I let you possess a think about it”. You’ve just wasted hours of your energy and for what? You didn’t even ask for the order!
There’s several basics you should cover prior to deciding to attempt to close there are literally hundreds of techniques and ways you can close, I’m going to cover a number of the basics but before I really do I am going to go over getting ready for your close.
Prior to deciding to close
Hopefully inside your sales presentation you've got a step by step process in which you present your product it could be something as simple as 2 or 3 steps or it could be 10 steps.
For an example I’ll use the below,
RAPPORT -> COMPANY BIO -> PERSONAL BIO -> PRODUCT BENEFITS -> PRICE -> CLOSE
In each step of one's presentation you must be trying to flush out objections on the way, before you move from one step the next you need to be asking questions and trial closing. In this way your making sure that once you get to the end of you presentation you’ve eliminated all objections besides price objection (hopefully you’ve sold the huge benefits so well you won’t have price objection either).
What’s a trial close?
If you were nearly to finish talking about your organization building a good foundation or reliable service, strong history of performance etc etc you first need to ask, “before I move ahead do you have any more questions about the company I represent?” This may flush out any concerns plus more questions they might have.
The Trial Close - Make a trial close as closing the chapter of a book, you’ve been through it, everything’s been answered and you’ve eliminated any concerns. To close the chapter you'll trial close by asking things such as,
Do we sound like the company you would like to work with?
Does our Company’s past performance meet your expectations?
Is it important to you that you select a well known, big company like ours to do business with?
Ultimately the word you are searching for with all those statement is really a “YES” if you don’t get a “YES” or perhaps a positive affirmation then don’t begin the next stage of the sales presentation because you’ll end up getting to the end of one's sales presentation and get to sell the benefits of buying from the company.
The idea is to trial close on each step before you get to the end, only then do you want to close. By the end of the sales presentation you ought to have alleviated any concerns and nullified any objections.
Trial closing also helps to put you in the right frame of mind for closing and phrasing your sentences properly to be able to close the sale correctly. It will help with your confidence and when you trial close successfully all as you go along more often than not you’ll close then entire sale.
Easy Final Close
The Assumption Close - You’ve been through everything answered all the questions, the customer seems happy, why wouldn’t they are buying right?
Mr Smith, given that we’ve been through everything what about I grab my paperwork and we’ll put the order in?
Mr Smith, you seem satisfied with everything, let’s write this up.
Mr Smith, that’s all of the bases covered, what about we do the paperwork.
The assumption close is easy and if you’ve done all your trial closes you then should find little objection in your closing statements. In reality if you close with any of the above statements and you get yourself a
“I think I’ll sleep on it”, discover what the objection is, say something similar to,
“Ok Mr Smith I appreciate you would like some time to think about this, but can I ask, what precisely would you like to think about are you currently unsure about something?” this can flush out the objection so when soon as you’ve overcome the objection, close again!
“Ok Mr Smith, are you comfortable with everything? Great, let’s do the paperwork!”
Tips: Trial Close often, it is possible after any compelling statement or part of your sales presentation, a straightforward “do you agree” after a statement is usually powerful enough to obtain commitment on a subject.
sales tips
Go for the close, don’t make the mistake of not seeking the order, you’ve spent the time and energy speaking to your customer now it’s time for you to get paid! Eliminate objections and ask for the order, it’s simple yet somehow so many Sales Professionals have problems asking the important question! Always remember us People LOVE to buy things!
You’re not there to sell, you’re there to help your customer buy!