3 Tips For Closing Deals
The biggest fear for closing deals is being worried the answer will be no because then all of your hard work developing that opportunity will feel wasted. The problem is, all that worrying takes the focus off of your potential client. Instead, you have to remember that when trying to make a sale, the customer needs to come first. As a seller you must walk a fine line, balancing between being persuasive but not annoying. This balance takes planning and a solid strategy. A sales process is a journey, but when you stay consistent with effective strategies, you’ll find you close your sales faster. Let getting in the door be the tough part, not closing the deal. Closing the deal is what separates good salespeople from great salespeople, and here are 3 tips for how and when to close.
Some Tips For Closing Deals
Show your clients that you care about them during the sales process, and not just closing the deal. Personalization is the key to showing genuine care, concern, and empathy. Your clients can sense if you are genuine during the sales process, and coming off too calculated can be a turn off to customers. Be a true adviser to your clients, someone who cares about the challenges they face and their unique situation. No customer is the same, and you need to adapt your presentation and pitch to each client. They will notice the difference when they feel like you took the time to make a presentation focused on them.
While it’s more than okay to be prepared, and that you are ready for every question that comes your way don’t make your customer feel that their questions are mundane or unimportant. Letting your customers know that you care about them creates a range of long-lasting benefits for the relationship you are building. Showing care for your clients will build deeper levels of trust and stronger confidence in your solutions for them. You’ll notice that clients are more willing to experiment, upgrade, and explore new features and offerings that you present to them. When your clients trust you, they are also more eager to offer introductions and referrals to other potential customers.
Create a Sense of Urgency
Creating urgency does not mean rushing your client. Instead, it means giving them a little extra reason why your offer is the right choice right now. Attach a deadline to the deal you are offering as an incentive for them to commit. The deadline could be a discount, a free item, or anything else that makes them feel like they have the upper hand.
It’s essential that your client understands why they need your product to create urgency. Ask open-ended questions that demonstrate what their needs are and how you are there to help solve them. When you help them recognize their needs, you will create urgency and increase the likelihood that they’ll take action. Asking questions also gives you time to listen to their answers. Often the key to a successful conversation is simply lending an ear. Keep the conversation primarily about them, and you will keep your prospect engaged.
Prepare your sales presentation and practice overcoming any potential objections. Try to think of objections you anticipate hearing and learn how to answer them. You can think of this plan as a roadmap. By creating an outline of anticipated problems, and solutions, you can reduce resistance. If an objection catches you off guard, you might need to take some time to come up with a solution.
Know Your Competition
Your customers want to know how you will help them, and how you’ll be different than someone else. Take the opportunity to not just tell them how you’re better than the competition, show them. This means that you will need to know your competition. You need prepare, to do your research, and make note of anything that you are doing that your competition is not. Often this differentiation, knowing where you are more competitive, can make a big selling point for clients. You won’t really be able to understand how to best help a prospect until you know who you are competing against.
It’s easy to feel a bit of discomfort during your pitch, so you need to watch what you say. Don’t allow your own fears, insecurities, and desire to be liked creep into the conversation and get in the way of helping the prospect you are talking to. While you need to be real and personable, you also need to remain professional. Keep your conversation focused on the product and your area of expertise.
At ASPECT Management our goal is to assist our agents so they can continue servicing their current clients as well as finding new ones. We provide our agents with best-of-breed products and specialized lead concepts. Contact us today to see the ASPECT Management difference for yourself!