Want to close more deals? What salesperson doesn't? You’ve seen it in the movies - sleek executives telling their subordinates to “always be closing.” But is that aggressive style still the way things work? Haven’t things changed? What is the reality of how the best sales professionals operate today.
Ideas like “selling is helping” have emerged in recent years to empower a new generation of sales professionals interested not only in performance, but in whipping the slate clean on the traditional framing of sales. No more sleazy sales, those entering the workforce today, simply aren’t interested in it.
The good news is that neither are top sellers. The best sales people must operate in an authentic way - if they’re to LAST, they must believe in not just the price, but the value of what they’re selling. With this in mind, there’s plenty of tactics and methods to learn from masters of the past as well as present-practitioners. For those now entering the workforce, if you’re open enough to combine your optimism and insistence on fulfillment with the practical lessons of the past, then you’re well on your way to meteoric success. Keep going!
The first step to closing more deals is being prepared for your meetings. This means that you’ve done your research on the company, the individual with whom you’re meeting, and the product or service you’re selling. You should know who your client is, what they want, and how your product can help them get it. By doing your homework before the meeting, you’ll be able to hit the ground running and address any concerns or questions that may come up.
The second step to closing more deals is making a connection with your client. In order to do this, you need to establish rapport. Rapport is defined as “a relationship of mutual understanding or trust and agreement between people.” In other words, it’s the foundation of any good relationship. And, in order to build rapport, you need to find common ground with your client. This could be anything from shared interests to similar backgrounds. Establishing common ground is one of the most important aspects of selling.
Once you’ve established rapport, you’ll be able to better understand your client’s needs and how you can help them.
Listen. Don’t be defensive. Try to help.
The third step to sales success is understanding your client’s objections. Oftentimes, when we think about objections, we think about them as roadblocks that need to be overcome in order to close the deal. However, this isn’t always the case. Objections can actually be a good thing. They give you an opportunity to address your client’s concerns and show them how your product or service can solve their problem. In order to do this, you need to first understand what their objection is. Once you know their objection, you can then craft a response that will help close the deal.
The fourth step closing more sales deals is offering solutions or, if you need to do more research, being honest. This is where you take what you’ve learned about your client and their needs and offer them a solution that meets those needs. It’s important to remember that each client is different, so it’s important to tailor your solution to fit their specific situation. If you don’t have a solution that fits their needs, be honest about it and tell them that you need to do more research. They will appreciate your honesty and it will build trust, which is essential for any good business relationship.
Try in-person networking
The fifth step to closing deal practicing in-person professional networking. In today’s world, a lot of business is conducted online. However, there’s still nothing that can replace the impact touch of meeting someone in person. When you meet someone in person, you have the opportunity to make a good first impression, build rapport, and establish trust. This is why it’s so important to learn how to network in-person. By attending events and meeting people face-to-face, you’ll be able to build relationships that will help you close more deals.
Consider “assumptive selling”
You can close more deals via practicing assumptive selling. Assumptive selling is the act of assuming that the sale has already been made. This doesn’t mean that you should be pushy or aggressive. It simply means that you should approach each interaction with the assumption that your client is interested in what you have to offer and that they are going to buy from you. By approaching each interaction with this positive mindset, you’ll be able to close more deals.
With this said, some people can get turned off with such assumptive language. If you sense this, reel it back in and try a more toned down version of assumptive selling.
Assumptive selling: “When would you like the product delivered?”
Toned down version: “If you were to purchase the product, when would you like it delivered?”
Consider time constraints
It's important in the sales process to set time constraints and create at least some sense of urgency. This means that you need to let your client know that they need to make a decision soon. Otherwise, they may miss out on the opportunity to purchase your product or service. You can do this by setting a deadline or by creating a sense of urgency with your language. For example, you could say something like, “This offer is only available for a limited time” or “I only have a few of these left in stock”. By setting time constraints and creating urgency, you’ll be more likely to close deals.
Forget the sale’s ABCs
Whether or not a deal closes is important, but it's not the only thing that matters. If you focus only on the close, you may end up missing out on other important aspects of the sale. For example, you might miss out on building rapport or establishing trust. These are both essential for any good business relationship. So, while it's important to focus on the close, don't forget about the other aspects of the sale as well. Sometimes the best deals require patience.
Set follow ups (casually but clearly)
Make sure to clarify any follow ups that need to happen after the close of a deal. This will ensure that everyone is on the same page and knows what needs to happen next. It will also help to avoid any confusion or miscommunication down the road.
Ask. Just ask.
The final tip is to simply ask for the sale. This may seem obvious, but it's often overlooked. If you don't ask for the sale, you're not likely to get it. So, make sure to end each interaction by asking for the sale.
How to close more deals | Conclusion
Closing deals is an important part of any sales professional's job. By following these tips, you’ll be on your way to closing more deals and growing your career and business. Just remember that closing deals takes practice, so don’t get discouraged if you don’t see results immediately. With time and perseverance, you’ll be a pro at closing deals in no time!
Put these tips to work by going to an upcoming networking event in your area.
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