Many articles and books about sales, when they get to closing, treat it as an isolated event — the last thing you do in the sale. Tim Connor takes a different view. He believes you lay the groundwork for the close before you even say hello. Learn how to lay the groundwork for closing from the very beginning, and then build momentum toward the inevitable result.
Having a Positive Mental Attitude in sales is essential. But that doesn’t mean we can ignore the many pitfalls that lie along the path to that final “Yes.” Top sales managers teach their reps to shoot for success on every call, while also preparing for all the hurdles that might arise along the way.
Everyone feels a need to be appreciated. So you strengthen your relationship with each of your customers when you seize upon the large and small things they do for which you can thank them. The ability to deliver a sincere thank-you is a necessary and powerful tool in your sales kit.
You can’t ask for the order until you tell your story, clearly communicating your understanding of the client’s needs, the solutions you are offering, and why those solutions best address the client’s needs. And you must accomplish all of these things with the space, time slot and participants selected by the customer.
Most high-dollar complex sales involve messy purchase processes. You and your prospect must weight and balance many variables, such as dozens of features, price, delivery schedule, contract terms, implementation responsibilities, service life and much more. Balancing your dual role as both salesperson and buying consultant for the customer requires you to master great skill in negotiation.
Sure, they loved you when you made your sales presentation, but they weren’t ready to buy yet. Several months from now, when they’re finally ready to buy, are they going to call you or the last person who just happened to walk in the door?
If your selling involves a one-call close on the phone, skip this article. But if you need that face-to-face appointment to close or to begin a multi-step sales process, then you need a cold-calling strategy that builds enough customer interest to agree to an initial meeting with you.
Ninety percent of our job in sales is communicating: asking, listening, affirming, presenting. reinforcing, and so on. “ASK” is an acronym for three fundamentals of ensuring complete and compatible communication between you and your customer.
I have written – and won – many proposals over the years, mostly because my proposals are quite different from those delivered by my competitors. But writing a great proposal is only half of what it takes. “How To Turn A Winning Proposal Into A Loser” explains why many excellent proposals still fail to get the business.
Do customers lie about their reasons for not buying from you? Is there a real reason why they simply stop talking to you? Maybe. Or possibly they are just afraid to make a decision, or someone else has raised an issue. Or they are busy addressing another issue. Whatever the cause, you cannot just settle for non-responsiveness or even a stated objection without following up to find the real objection.