Closing isn’t any magic; it’s more of a skill. Selling doesn’t always come easily to anyone. Over the years, rejection is faced, many times. You might have the best presentation, great slides and also a solid product but it’s not always just about those. You have to stand out and build trust. Here are some tactics that might come to your rescue –
Understand the decision maker
It is no good spending time trying to sell to someone who isn’t the purchasing decision maker. If you want to close a deal, then you have to target the decision maker. Though this might require a little research on your end, but it can not only increase the chances of a sale but also might speed up the entire process. So make sure you’re talking to the right person and create a sales pitch that interests them.
Always be positive
It’s important to be positive during negotiations, even when you get frustrated. Having a light conversation in the beginning or even by telling a humorous story and smile can make all the difference. The positive energy is often contagious and can put the customer at ease.
If positive energy may be contagious, then negative energy is contagious as well. In case you’re having a bad day and you are deceptive to the customer from your body language, do you think they’ll have the confidence to go ahead with the pitch? If you bad-mouth a competitor and argue with your customer, do you believe that will increase your chances of landing a sale?
First listen and then ask questions
Most of the customers have a negative view about salespeople. This can be a bit discouraging, but you may change that if, when you first sit down with your client, make sure you don’t talk about yourself, don’t talk about your products or service either and don’t recite your sales pitch.
First introduce yourself and get to know your client. Let them know you are curious about them and listen to what they want or need. This can have a better understanding of how you may help them. It’s all about gaining their trust.
Please use past examples
When you share past success stories, you are putting your customers at ease, and this helps. Maybe you have research or case studies that will help demonstrate the value that you could add to the customers’ business. But when doing this, highlight the problem a previous customer had and explain how you solved it.
Don’t burn bridges
It’s ok if you have been rejected. Don’t walk away angry. Maybe they are just not ready to make any commitment or maybe not in need of your product or services at the moment. There are possibilities they have a colleague or know someone else who would be interested in your service, so stay in touch with them. This is basically building network and this will one day be beneficial to both parties.
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