Do you want to close more customers and increase your sales?
I believe the answer to this is yes for every sales person out there. If you can name me one sales person who says they don’t want to close more customers, I will show you someone who is lying.
The truth is every sales agent can get better at converting clients and increase sales. I say this with confidence because I know, no one has a 100% closing ratio.
Why do sales professional not close more customers?
The answer to this question is very broad but can range from not connecting to your customer, not being profession or not having enough information to sell the value of your good or service.
Often, we do not know how to deal with angry customers and we lose the sale, the company loses a long-term customer and the customer buys from our competition.
Then there is the fact that many people never learn how to overcome price objections. The high price is usually the first reason a customer will give for not making the purchase. He or she knows many people struggle with how to deal with this so they know they will not be challenged with this objection.
I believe there are two other factors that lead sales professions to not close more customers. First, many of us do not learn how to prospect new customers and ask for a referral.
Second, due to the high pressure that can come with a sales job, many sales professionals never learn how to make an effective presentation.
We become so focused on picking up the phone, knocking on doors, cold calling, looking for leads that we do not consider what we will say once we have the customer in front of us.
Too many of us believe we can just make up our presentation as we go and still be successful.
3 Ways to Close More Customers
Closing more customers and getting the sale should be a win-win situation for both parties. Closing the sale should be the logical conclusion to your selling efforts with all your prospects.
Here are 3 closing style you can use today and close more customers.
The Logical Closing Statement
In the Logical Closing Statement, you simply ask the prospect to make the purchase with you. It is the simplest, most straightforward and logical expectation you and the customer should have at the end of your presentation.
You use a simple statement like, “John, from what you have told me, our product meets and excess your expectations, why don’t I get the paperwork ready for us to sign?”
In this statement, you assume the sale. If the customer is not ready to purchase they will let you know. Caution, only use the Logical Close when you know you have answered all the prospects objections.
All Out of Objections
The customer may give you a few objections. When you get an objection, this means the customer is considering you as an option. It is time for you to build confidence and value in your product and show the prospect why you should be the number one choice.
After you have answered all the questions but the customer keeps asking questions, you can try the, All Out of Objections close, to wrap up the meeting and secure the order.
“Mrs. Jones, if there are no more inquiries, why don’t we schedule the product to be dropped off next week at your warehouse?”
Just be sure not to offend the prospect and answer any questions they do not fully understand.
The Foreseen Close
The Foreseen Close is also known as the summary close. This should be used only when you have devoted some time with the prospect and/or their organization.
You have answered all the questions the prospect has and you have done a good job to insure they understand the value of your product or service. It is time for you to summarize and get to the Foreseen Close.
“Mr. Lee, as you’ve seen from our presentation over the last few meetings we have validated our claims on what our company can do for you. Be confident in knowing that our recommendations will surpass your requirements.
We understand you have an aggressive plan and you want to expand your operation in to 2 new territories.
Our product will save you money. It will contribute to your company’s growth and will allow you to hire additional staff for your 2 new offices.
When you do business with us, we help your company free up the necessary cash flow you need to meet your goals.
Based on your time frame to get the pre-work completed, I can have a team down at your office in 2 days to begin with the implementation of the product. What would be the best time to have the team begin the work?”
You can see how you understand the customers wants and needs. You have answered all their question. Now all you have to do is summarize what you can do for them and ask for the sale.
These are just 3 of many sales closing techniques you can use with potential prospects to close more sales and meet your monthly quota.
I believe these are 3 of the easiest closes to remember and use every day.
Use the Logical Closing Statement because your client expects you to ask them for their business.
When you have answered all the questions your client has asked you and you can say confidently they understand, it is time to ask for the sale because your customer is All Out of Objections.
The Foreseen Close is easy to remember because anything that is foreseen happens in the future. When you are with a client over a span of meetings and the meetings are ending, summary the important aspects for the meeting. Show them how you can benefit them and ask for the sale.
Which sales technique will you use today to close more customers?
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