If you are to become proficient in closing the “sale” you will have to become knowledgeable of the countless different types of sale closes that make a major difference. First of all, a good salesperson must understand this fact; products and services are sold, not bought, and top salespeople always plan their closes far in advance to ensure proper preparation. Shooting from the hip is not a practiced art of top salespeople, and it can end in a lost deal.
Here are two questions that you must be comfortable asking your customers during the sales process:
- Does this truly make sense to you so far?
- What questions or concerns do you have for me right now that I can help you with?
These two questions will definitely get you the furthest in the sales process than any other questions that you could possibly ask by causing the customer to share what they do or don’t understand about the process. Most objections from a customer are due from the customer not understanding the value they will obtain by possessing the product or service you present them, and you can quickly clear things up to help the sales process move forward.
The following is a list of proven closes used by some of the top salespeople in sales that you should add to your sales arsenal:
1. Invitation Close: “Mr. or Mrs. Customer how about you just give us a trial run to see if our products or services are to your exact liking. You have nothing to lose but being a satisfied customer.”
2. Preference Close: Give the customer multiple choices between prices and/or products. No one likes to be pushed into a corner with just one choice or product. By offering choices to the customer, it gives the customer the illusion that they are in control of the transaction that is being presented to them. Always know that the person who is asking the most questions is in control of the conversation. So, strategically ask away!
3. Secondary Close: You will want to keep the customer’s mind on all of your products or services and bring up as many reasons why the customer may find value in owning or using the products and services you have to offer them. In many cases, a customer’s attention may wander away from what you’re presenting. If this does happen to you, it is imperative that you get the customer concentrating back on the subject at hand to make the rest of the sales process go smoothly.
4. Directive Close: Let the customer know what the next step is; (plan of action) then guarantee the customer that you will take care of all the details personally, concerning the product or service. Most customers want to rest assured that the salesperson is competent and in control, and this tactic allows you to do just that and more.
5. Shape Angle Close: “Mr. or Mrs. Customer, if we can satisfy all of your current concerns regarding our presented products or services, what would stop you from doing business with us right now”?
6. Authorization Close: “With your authorization here on this agreement” We can get started right away, providing you with the products or services we spoke about today.” People want things taken care of right away in today’s fast-paced world. People also want to know the value in what they are about to own or purchase.
7. I Want To Think It Over Close: “That’s a good idea that you do so.” “I know this is a very important decision you are about to make.” “Obviously you have a good reason for wanting to think it over?” “May I ask what that reason may be?”
8. Assuring Your Customer Close: “When working with our organization you will receive excellent service!” “The quality of our products and services are the top in the industry!” “Our organization makes our products and services convenient to our customers!” “You will know the true value and the significance of owning our products or services once you see how they work!”
There are several keys to being unbelievably successful in selling. You will want to get serious and decide to follow through with your commitment to be the best at your craft. Next, you will want to identify your prominent skills, so you can capitalize on them and ultimately become a more successful salesperson. You will then want to surround yourself with the best of the best, so you can ultimately become the best.
Taking care of your physical health is very important also. Your health has a lot to do with your demeanor and confidence in the field. Your attitude controls your altitude. So, stay healthy and strive to be the best in all you do. You will want to have a positive visualization of greatness. You will want to see yourself as the very best in your field. You are what you think about all the time. The way you visualize yourself will be the person you will become one day.
This information is for salespeople that want to take it to the next level in sales. These essential keys have made a difference in my sales career and I know that they will also help anyone that uses them. You can find more essential keys at http://www.drmarkhuddleston.com in “Eluding The Toxic Enemy Within” and “The Essential Keys To Financial Freedom” May you find the information you are looking for.
