Customers and clients have more access to information and alternatives than ever before. Goods sales practice is now less about bending the truth and more about building a trusting relationship. If a customer believes in you, they will be more willing to close on your deal.
Here is what you need to do get that sale closed.
1. Learn Your Customer’s NeedsCustomers will rarely be sold what they do not need. Spend the early stages of the sale listening and understanding to what your customer wants from the exchange. This makes your sales work easier as you can better fit your products to the needs of your client.
To make sure you can make the absolute most of this exercise, you need to make sure you know as much as you can about your products. If a customer is offered uncertain or irrelevant solutions to their problems, then they are likely to try their luck somewhere else. Speak confidently about your products and how they will solve your customer’s problems and you will make that connection and gain their interest. You can then work on promoting that product further.
2. Build Up a RapportMaking a sale may range from small products on a shop floor to whole businesses in the boardroom. Whether it takes five minutes or five weeks, you need to strengthen your relationship with the customer.
Keep conversation friendly, fun and, most of all, honest. Yes, your focus should be on the sale at the end, but putting your customer at ease and on good terms will do wonders to helping you along to that end. If your customer leaves with a positive image of your business then you stand the chance of more business in the future whether they buy in this instance or not.
If your sale stretches over a longer period, then you need to make sure you are doing all you can to prove your dedication. Meet all deadlines, always turn up on time and keep the customer updated if they ask for information. Earn the customer’s respect, and treat them with respect, and you earn the right to ask for the sale.
3. Stay PositiveMaking that sale will depend on ensuring your customer thinks positively about your product and your business. Nothing kills a positive mindset quicker than a negative thought. Do what you can to keep out negatives from your talks. Avoid criticising your rivals. Praise what they do well but make sure you emphasise your positives more. Cancel doubts about cost to the customer by highlighting the value the customer will gain by having the product. Above all else, make sure you keep smiling.
Try to stay around the customer as much as possible whilst you are discussing the sale. If you are leaving them alone, doubt can creep in. Stick around and they will know you are fully invested in their needs and care about helping the customer get what they want.
4. Plan Your Closing ApproachSales are won on good professionalism and confident talk. If you can come across as capable and confident then you will win over more customers than you lose. This confidence will come from good preparation.
If you go into every sales meeting with a plan in mind and everything you need in your pocket, then you will be free to excel. Having answers or materials to hand will both impress the customer and keep things moving. Having that contract ready or that pen in your pocket will show you mean business. Working to a sales plan allows you to concentrate on business rather than fretting about your next step.
Plan around the customer you are dealing with. You know what they need and you have an understanding of what they respect, so use that to your advantage. Maybe you think one of the many closing techniques will sway things your way with this customer. Maybe you will just need to rely on product details. Whatever you decide, decide it early and act on it during the meeting. Your confidence from this clear plan will come across to the customer and they will want to buy their own piece of that in your product.
5. Know When to Talk and When to Stop TalkingKeep an eye out for buying signals as you talk to your customer. Often, these will be questions that signal a will to buy and you should answer them clearly and honestly. Showing knowledge and integrity can be as helpful in closing a sale as any special offers you make. Otherwise, they may show interest but still some uncertainty, which is where those earlier closing tricks come in.
But, if a customer seems set on buying, that is your queue to stop selling and just ask the question. Anything you say after this point is running the chance of throwing in added doubts or reasons to reconsider. By just coming out and asking if they are ready to buy when you think your sales work has paid off, you are more likely to close on that sale.
Tricks may play their part in closing a sale, but relying on tricks alone will do little to improve your sales figures. Your priority is ensuring the customer believes you are worth buying from. Building a reputation of integrity and respect will not only help you in an individual sale, it will also help to bring more potential sales your way. Promote this practice in your sales team and you will ensure more meetings with customers end happily.