We aren’t all natural born salespeople; some of us have to work a little harder than others to close a deal.
If you need a little help getting a new client to sign on the dotted line, try some of these closing tips.
1. IDENTIFY: Be sure you are dealing with the decision maker. I can NOT emphasize this enough.
2. NEGOTIATE: Expect the client to negotiate and respond positively. Don’t view negotiations as a step back; consider them as another chance to educate the client on why you are the right choice.
3. QUESTION: Ask questions and really listen to the answers. Selling, at its core, is problem solving. You can’t solve a problem if you don’t know what it is. Ask the questions and listen to the answers.
4. SHARE: Share success stories. Your new customer wants to hear about past success stories that might be similar to their own situation. The more recent the story, the better. The more closely the story might relate to your customer, the best.
5. COMMUNICATE: In order to communicate clearly about your product and services, you must know your products and services intimately. Get clear on why people should be working with you.
6. UNDERSTAND: Sometimes “no” = “not now”. If a client decides to go in a different direction, don’t walk away mad. You have made a new connection and that relationship could lead somewhere in the future. Make a note to follow up to see how the decision turned out. The point here is not to think or say, “I told you that you should have chosen me/my product.” The point is to show genuine interest.
Having a great product that solves the problem is ½ the battle in sales. Being personable and communicative will help you close more deals and retain more relationships.