Since I've been in business, one of the biggest lies I have ever heard and seen in course names and book titles is the phrase, "learn sales closing techniques."
Dear readers, it is time for you to know: there is no single valid technique to close a sale, if there were such a thing, we would all be perfect sellers of our products and services, you just need to attend that course, buy that book and apply it to be rich.
The only truth is that sales success depends on the ability to handle customer objections and the quality with which we handle the sales process, read as a process everything we do during the interview, how we communicate, how we present ourselves, the experience that we have, the benefits that we present and with the skill that we handle the six or seven (depending on the book we read) steps of the sale.
In short, the closing of the sale is a conclusion of the entire sales process, only an outcome, the techniques that we must learn are to communicate and above all to "handle objections."
Although it may seem unusual, many seasoned professional salespeople try to raise objections in their interviews or go so far as to generate them themselves. For them, its appearance means that the potential buyer is focused on thinking and considering their proposal and, given their ability and efficiency to respond to them, they know that after that, their chances of closing will be further increased with total customer satisfaction. This logic has its corresponding support, since: "Whoever does not make objections is not questioning the offer in front of him to satisfy his need or solve his problem in a compromised way."
On the other hand, and due to the losses of opportunities suffered on several occasions, the less experienced fear fruitlessly that they will appear, being aware of their lack of ability and dexterity to answer them efficiently. From this arise all kinds of gadgets and resources that border on the "malpractice" of the sale. The most diverse excuses appear when responding to your supervisor or manager about the reason for each sale not closed.
Allow me to tell you about a very interesting statistic that is not in any book but I check every day in my commercial career and in the sales of all the companies that I have advised:
No 20% -------------- Yes 5%
I constantly see the repetition of this data:
In a sale to a niche or base, 5% buy the product yes or yes, almost without having to explain why it totally matches what they need, they want to help us because they are a relative or were captivated by advertising and do not need the seller more than to order. These are the sales that all sellers close, they just have to be lucky enough to see them.
20% would never buy, because it is something that does not match their needs or prefers the competition or thousands of reasons that make them not serve us, throw away our brochures and even get angry because we inform them of the existence of our products. These are the ones that often depress our less experienced salespeople and call center operators.
And the secret is to conquer most of the remaining 75%! Obviously, the sales that we go out to achieve and conquer are what make the difference. The undecided are the ones who make politicians win campaigns and companies money.
These potential clients are the ones that professional salespeople go out to look for, but in order to convince them of the benefits of their products or services, they must know in depth how to handle their objections, which will be tougher as we get on the road to the highest percentage of sale on our visits.
Successes in your sales closings !!!.
