18 May You’ve Got to Close More Sales!
Why do so many people cringe when someone talks about selling? If you have a business, you’re in sales. If you want to make more money, you have to close more sales.
There’s no trick to sales. There’s no secret. There’s not just one style.
Selling is getting a person emotionally and intellectually engaged in a result that’s good for them and then getting them to take action. Does that sound like a bad thing? Does your product or service offer a result that’s good? Of course, it does. Now all you need to do is get your prospect to take action!
Here are a few tips and strategies to help you do just that.
Start by Building a Connection
Building rapport and connection with your future clients is an essential part of being a great salesperson. Customers want to know that they’re doing business with someone they can trust. They also want to get to know you as a person, not just as “The Sales Guy.”
If you can get to know them and let them get to know you, your sales ratio will increase.
Ask for the Sale. Then Ask Again.
One mistake salespeople often make is not asking for the sale. In every interaction, you need to always be powerfully asking for the sale.
There’s a thin line between being too pushy, and being professional and friendly yet persistent. To be good at sales you need to know how to keep asking for the sale — with a smile on your face.
Get used to hearing “no” without taking it personally. This alone separates many top salespeople from novices. Sales are often made after five no’s, while most novices give up after the first try. Make it a point to get at least 10 “no” responses every day. Simply by talking to 20 or more people each day you can easily make six figures annually.
Act with Congruence and Conviction
If you don’t believe in your product, you probably shouldn’t be selling it. A customer can look in your eyes and know instinctively whether or not you really believe in your product. It’s not something you can fake.
If you believe that what you’re selling isn’t worth the money, even if they can’t put it in words they simply won’t trust you. On the other hand, if you believe in what you’re saying with 100% conviction, customers will love you for it and be much more willing to part with their money.
Sell products you believe in. Sell with conviction and congruence.
Know Your Objections
What are common objections in your industry? In the beginning it might seem like there are a million reasons why someone would say no. But, in time, you’ll find that there are really just a handful of reasons why someone wouldn’t buy your product.
For each of these objections, have a well thought-out response. Don’t ever be caught off guard by a customer objection.
Also keep in mind that a customer won’t always tell you their real objection. For example, they may say that they need to talk to their spouse about it, when really they’re not sure about whether or not it’s a good investment. It’s not that they want to lie to you; it’s just less awkward for them to give you a politically correct objection than say what’s really on their mind.
Apply at least one response and your closing ratio will go up quickly. Try them all and your sales will go through the roof!