If you're new to the selling field, you might wonder how
some people find closing a deal easier compared to another. The top sellers in
this field always focus on the ABCs- Always Be Closing. Yes, to new sellers
this might be a scary thought, but in order to make sales; you have to be
willing to take the initiative and close! The following tips are few guides to
help you in your closing process!
Create a Sense Of Urgency: When I say, “create a sense of
urgency,” I don’t mean push the prospect into buying. This could lead to no
sale at all, if you upset the prospect by pressuring them to buy. A good way to up the urgency is to give them
a reason why they shouldn’t procrastinate. If you know they like your product
or service and are willing to pay, don’t let them wait any longer. Be ready to
give reason why they should buy today!
Be Assertive: Remember, you can’t just wait for a customer
to say “yes” because most won’t be that blunt about their answer. So, instead
of waiting, simply ask the prospect if they have anymore questions as you pull
out the paperwork and begin filling it out. This also helps in giving the
prospect a little nudge in the “yes” direction.
Look For the Signs: It’s important to know how to read your
client. When you hear them say, “Wow, I like that” or “I want to know more
about this (product/service)” or the big one “How much is this?” you know if
you have them locked in. All of these
are important to understand when it comes to closing out the sale, especially
if they ask about price. When you hear this question, you know you have a
product they are really interested in, and it’s up to you to keep building the
value for the product!
Don’t Be Afraid: This can be hard for new sellers, but’s
important to never be afraid to close. Yes, your first few times you might feel
awkward; but you need to stay positive; and try not to show the client you feel
this way. When you have confidence in your product and yourself; closing will
become easier, smoother, and second nature.
Remember…Always Be Closing!
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