6 Tips to Closing a Sale

February 25, 2014 by  

One must remember that sales are not about you meeting targets or even precisely about your product or service per se. Rather, they are about gaining trust, respect and rapport with your prospect so that you can determine their specific needs. If you espouse the strategies outlined below you can expect to achieve more success in increasing your sales.

1. Do your homework!
Before you even make the call, spend some time researching the company or individual you are about to contact. It is not necessary to spend countless hours on this, simply find out enough so that you can speak intelligently about their possible issues.
2. Be punctual!
Never be late! If you say you will call someone at 11:00am, make sure you do so. Allow plenty of time for travel for face-to-face meetings with a prospect because you never know what you might find on the roads that could delay your arrival. Those Key Decision Makers are too busy to wait so be on time, it is a small thing but very important. In addition, be sure to reconfirm the meeting length as decided. Better to take less time with your discussion interview, then run over, which will also not make that busy person very happy.
3. Get to the point!
Don’t waste a lot of time on small talk or idle chit-chat unless your prospect initiates this type of conversation. Rather, get right to the reason for the meeting. Your prospect will respect you for your direct approach and it will do much to help you stand out from the competition. It also takes less time!
4. Recap!
Before you make your sales presentation, recap your understanding of the prospect’s situation, problems or concerns. By offering this short summarization of what you have learned, you clearly demonstrate that you have listened well to their issues. This will engage them, show respect and build rapport. In addition, it gives you the opportunity to modify the presentation if the prospect’s situation has changed since your last exchange.
5. Focus on them!
Remember this is NOT about you or your company; rather it is how your services or products are going to make their business more efficient, productive and successful. In other words, how you can solve their current problem or concerns. If they want more information about your company, client list, how long you have been in business or anything else, they will ask. So if you make sure their issues are the focus of your presentation, you will be more likely to make the sale.
6. Don’t overstay your welcome!
Make a concerted effort to keep to the allotted time frame for your meeting because most of the decision makers have very tight schedules and if you run late, you will be disrupting their already jam packed agenda. Again, if you can conduct your business in less than the allotted time you will impress your prospect and perhaps even provide them with a much appreciated break in their busy day. In addition, this consideration for their time will set you apart from other salespeople and once more enhance your chances for a successful outcome and the sale!

These six tips are imperative in building the trust, respect and rapport so necessary in developing and maintaining good business relationship with our customers. We still do business with those we trust; so practice these elements and you will surely make more sales!

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