While presenting a fellow designer's work to several botiques, we left their office after handing in an envelope that had the companies designs on it, with a slip containing contact details within. It even had a stamp, so esentially all they needed to do was to mail their agreement to work had they thought the presentation was good. Lucky for her, it worked quite well, which taught us that the simple decorative tricks can cause a trick or two when convincing a customer.
I worked with a man who had a canned sales pitch. Every customer, regardless their needs, received the same pitch. To make matters worse, three-quarters of the sales pitch covered the history of our company. About twenty percent dealt with our products. But, none of the sales pitch addressed the actual needs of the customer.
I don’t think the man realized how bad his presentations were until over half the people at one meeting walked out of the room. The other half left during the lunch break. Needless to say, we didn’t make a sale that day.
---The older we get, the more excuses we make for not chasing after our dreams. But truth is, goals are attainable at any age.
Many thanks for sharing your top sales closing tips information, Really I am highly appreciated.
Here are few useful tips for sales closing:
Begin with ending in mind
Give and recieve
Promise less and deliver more
Try to learn from your competitors
Excellent tips. I don't believe that there should be any focus on closing whatsoever. "Closing", is a thing of the past and has no real value in today's sales world. Do your job and the client will close themselves. Your closing question can be "cash, cheque, or credit?".
Great reminder on the importance of listening, one of your most valuable sales skills!
While it's true that consumer behavior can be generalized, every consumer should be considered unique. Taking the same approach with every potential customer will not result in more sales, which is why it's important to understand how to "read" customer behavior, including body language and word selection. If your prospect can overhear you talking with other customers, and you take the same approach with them, your prospect won't feel special. Get in the habit of talking a bit, learn what the customer wants or needs, then make sales pitches based on the information.
Consumers are rarely the "suckers" P.T. Barnum once labeled them. If you're pitching a product, it will become clear in short order if you do not genuinely believe in what you're saying. If the words used aren't an obvious giveaway, then an inability to demonstrate the product will be. Know the product well, be able to demonstrate its use (as with appliances or gadgets) or show it off (as with a car or house), and believe what you say. Customers want salespeople they can trust and who know what they're selling.
Not every consumer requires an incentive to close a sale, but some hold out for incentives to be offered. Once you understand that the consumer is interested but holding out, have incentives ready to encourage the closing. Interrupting a sales pitch to go seek advice or approval from a supervisor undermines your authority and sends signals to the consumer to look for someone with more pull. Interruptions hurt momentum and erode the consumer's willingness to close a sale.
When it's time to close the sale, follow through with the customer, showing that you are there every step of the way. For small purchases, this is less of an issue, but for large purchases and investments, such as buying a car or a home, customers can get nervous if they feel they're dealing with the paperwork and process alone. Always follow up with the customer a day or two after the sale closes. This helps determine if the customer is truly happy with the purchase, and it can encourage repeat business and referrals for you if the customer feels well-treated and you genuinely want that customer to be pleased with the sale.