Have you ever been in a selling situation in which you were sure you had nailed it—only to find that you didn’t close the sale? Let’s face it: We have all been there, and in this video I am going to teach you three critical tips for closing the sale.
Click on the video below:
Three Critical Tips to Closing the Sale
#1. Stop focusing on your product or service right away. This is one of the most common mistakes I see from salespeople, occurring right from the start of their prospect interaction. Your prospect doesn’t care about you or your offering; prospects care only about themselves. So change the focus from what you have to offer to what’s really going on in their world.
#2. Understand the challenges that your prospects are facing. It’s time to learn what really motivates them, what’s keeping them up at night, and what they truly care about. With that approach you’ll have a much better and more compelling argument for ultimately making a sale.
And the other great side effect of this approach is that you’ll begin to actually understand whether or not your prospect is qualified at all in the first place; I see so many salespeople spending so much time with unqualified prospects who simply will never do business with them—ever.
#3. Present a solution only to solve their challenges and achieve their goals. This may sound obvious, yet it’s one of the least implemented concepts I see in sales all the time.
For example, recall a selling situation for which you had basically closed the sale—a done deal. But then you continued with something like, “And by the way, let me show you one other thing about our service…”
And it turned out that that “one other thing” suddenly swayed your prospect to say, “Uh, you know what, I’m not so sure about this now; I really have to think it over…”
Salespeople love to present everything that their product or service provides, but realistically your prospect cares only about a few things. So focus your presentation only on what your prospects are looking to accomplish or on the challenges they wish to overcome.
Focus only on what your prospect cares about; you’ll then dramatically increase that closing ratio. Don’t dive in headfirst with your eagerness by shifting the attention upon yourself; direct it to your prospects and learn about them.
Many thanks Marc, great video better to see you live than just read your blogs as great as they are. I think get your foot in the door and then start to work on the relationship.
Hi Barry, thanks for the feedback. Great idea!
Tip 3 I feel is my best way of selling a service
Totally agree Ellie!
I have the heart of a teacher and this is a problem because I will give too much information; even info they are not asking for. My mentality is, Inknow what I am talking about so they will buy from me; however, I know about the product, not them so they will not buy from me. All tips are valuable; however, tip three was the biggest stand out.
Glad to hear it Blake. It’s great to want to teach, but we always have to stay focused on the prospect and not what we are going to teach next.