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.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.