If you want to have a business, you definitely have to "sell."
First the business strategies must be consistent and then the sales strategies, the most important being knowing "how to close sales". But what is it that makes some sales closings work and others fail? simply because it loses sight of the fact that each sale is a negotiation focused on profits, and on knowing how to argue the value proposition.
Here are some techniques to improve your business efficiency.
The closing of the negotiation
- Tell your client that you appreciate the opportunity to do business with him or her. Create a win-win situation. (Attitude) Follow a sales method. Create several different solutions, and ask your customers to participate in the design of these solutions. (game plan) Clients respect you when you are fair to them, but they respect you even more if you are firm enough to insist that they be fair, too. (fair and firm). Pay attention to certain signs, such as negative self-talk: "I can't sell to these kinds of people," or "I don't know what to do with these top executives," (feeling of power). closing involve strong emotions. If your prospect seems nervous or anxious, try to be calm, act confident, and be patient. A confident salesperson closes more sales.
The Closing Tip
Master salespeople know that a million dollar sale often depends on a simple idea to turn the scale in their favor. Study the following examples and implement them for your particular situation. Quantify the value proposition and sell it to the customer.
The closing "trust me"
Mr. Prospect, “my parents taught me that the word is the most important thing a person has. If a person's word means nothing, then that person means nothing. My word is the guarantee, and when I give my word, you can count on it. I give you my word that you will not only get the best product, but also the best service, because I will personally take care that your needs are covered 100%. Give me just 1% of your trust and authorize this order now, and I'll earn the remaining 99%.
The closing of the “ticket” (quality-price or of the superior reason)
Salesperson (V): Mr. Pérez, do you have $ 10?
Customer (C): Yes, why?
V: Would you lend it to me for a moment please?
C: OK, here it is.
V: How would you feel if I came in every hour and asked you to give me $ 10?
C: I wouldn't like it one bit.
V: You see, the machine we've been talking about will save you exactly $ 10 in maintenance cost for every hour of operation.
This is your money (returns the $ 10 bill) and you can keep it. In fact, by choosing this machine, you will save $ 80 per day, $ 400 per week, and $ 20,000 per year for each year from now on. Isn't this a great reason to order your machine today?
The closing of "the other side of the coin"
Let me put it another way. This product will cost you a little more money than you thought. The other side of the coin is that you will have a product that will help you make a lot more profit than you thought possible.
It is a proven fact that on average 80% of prospects will say "NO" to a typical sales proposition. And in times when the economy is in recession, this% can go up to 90%, or even 95%.
The truth is that these prospects silently need, ask, and DEMAND that the salesperson know how to close the sale. These salespeople sell like crazy and never have a "slow" day, week, or month. What's more, they make closing the sale look easy. You know why? Because it's easy… if you know how to do it.
