How to Close Sales

How to Close Sales

There is no greater joy than hearing “Yes, I’d like to move forward” if you are into sales. This beautiful sentence is what you hear when you close the deal that brightens a salesperson. Yet many let this opportunity slip off their hands due to a lack of knowledge.

Closing is a make-or-break moment in sales. Choosing the proper technique to close is crucial in determining whether you will be successful or not. Many salespeople think that closing happens only at the final moment of purchase. However, closing the sale encompasses all incremental agreements you secure throughout the sales process and not just the final deal.

It has even become more complex with rising competition to close sale deals. The pandemic and the competition has slowed down business these days. The prospect can quickly turn you down, go to a competitor, ask for a price you cannot deliver or take up action to stop the sale process.

However, as a sales rep, you must close deals and make sales. The five crucial steps to close a deal that every salesperson are:

1. Do Your Research

1. Do Your Research

In this 21st century, where people are flooded with information on everything, it is vital to do your homework and prepare. You need to know about your product more than your prospective customers and thoroughly understand what your organisation can offer—moreover, your prospects’ challenges to come up with the best solution. Therefore researching every angle and every process of sales becomes crucial.

2. Tell a Story

2. Tell a Story

The storytelling method is an age-old practice, yet it is still one of the most effective ways to impress prospects. As a sales rep, you have minimal time to make an impression, and you cannot waste your prospect’s time.

Therefore some of the stories you can tell are:

Personal Testimony: If your customer is worried about the brand image or the team’s competence, tell him a testimony of a relatable experience you have experienced to assure him that he is in safe hands.

Success Story: Share a quick story of a customer similar to the prospect’s problems and then tell him how he has benefitted after doing business with you.

3. Do Not pitch

3. Do Not pitch

Pitching with enthusiasm is a common trait in every salesperson. However, pursuing people with all the good qualities of your product or services is an old-school technique and sounds a little too “sales”. So, instead of pursuing people and pitching your ideas, please find out the customers’ needs and effectively communicate how your products and services solve their needs.

4. Ask Right Questions

4. Ask Right Questions

Closing a sale through questions is one smart way to get to the point. Effective salespeople focus on closing the deal as soon as the conversation with a prospective customer begins. The way to close the sale through a question is to address outstanding objections while gaining commitment at the same time.

5. If You Have to Pitch, Pitch the Benefit, Not the Product

5. If You Have to Pitch, Pitch the Benefit, Not the Product

As mentioned earlier, pitching the product is not recommended, but impressing a prospect is a little tricky without pitching. So pitch the benefits of the product and focus on how it will benefit your customer by doing business with you. The prospect will not simply buy what you sell but the idea of how it will solve their problem. Remember the phrase, “People don’t want to buy a quarter-inch drill; they want a quarter-inch hole”.

Being skilled at closing is one of the most coveted skills for a sales representative. Our Sales Mastery program will help you to know more about how to close difficult prospects, avoid closing mistakes, and cultivate highly effective closing habits.

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