Closing a sale requires a lot of effort and time. First you have to profile prospective clients, plan the approach to the sale, conduct client meetings, product presentations, meet objections, gain commitment, and close the sale. But, if the sales pitch is a flop, you do follow ups and repeat the same cycle over again.
All these can proceed without hassle if your sales process is finely tuned, making it all just a piece of cake.
How? Here is a 5-Step Approach to closing a deal better and faster:
Talk To the Decision Maker
It is inevitable that you will be dealing with assistants and secretaries for the most part of your sale. But, if it was possible to speak to the person with more authority first, that would be better. Talking to secretaries can be a waste of time. Nonetheless, always politely ask to speak directly to the decision maker. If that is not possible, address all the concerns and initial questions to the front line so that you can climb the ladder and close your sale faster.
Always be transparent and honest
Big or small, a lie is a lie, and it will always be your pitfall. Consumers can always spot insincere behaviour a mile away. When there are flaws in the product, it’s best to share this information with the consumer. It’s also best practice to give the exact price rather than coming around with something and when the customer finds out, running and hiding with shame. Starting a sale with a clean slate always bring greater success.
You should know your business well, and therefore, be able to foresee your consumers’ objections and possible questions. Anticipating and preparing a counter rebuttal for all these will mean that you are never caught off guard. In addition, it will make you more competent and trustworthy.
Adhere to Deadlines
Your customers’ time is as valuable as your own. Establishing a deadline for you to close a sale will make you more aware of the necessary precautions and solutions to any obstacle that will come with your sale. When selling a property, closing a deal within one to two weeks is advisable. If it takes more than a month or two, it is best to let go of the client and move on to the next one. However, doing follow-ups and product updates with these clients from time to time will not hurt you, but rather will boost brand loyalty and product familiarity.
Work Positively Against your Competitor
Competition is inevitable, but preparation is the key to success. Keeping an eye on your competitor’s offers and deals, and then thinking outside of the box and doing it much better than them, will nudge you higher; thus increasing sales.
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