You’ve Got to Close More Sales!

You’ve Got to Close More Sales!

Red Live Out Loud Bag - SELL!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!

  • Rebekah
    Posted at 15:06h, 18 May Reply

    Thanks Loral! The number one thing you taught me is selling is serving. If you really believe that what you have to offer benefits others you are obligated to get it out there. Also, selling can actually be really fun.

    • Andrew J. Gay
      Posted at 15:51h, 18 May Reply

      You hit the nail on the head there Rebekah! “Selling can actually be really fun.” A lot of people see it as “work” (such a dirty sounding word) because they believe they are being intrusive to the people they are trying to sell. If they only had the belief that their product or service was absolutely a must have for others then they would easily be able to have fun selling. It all starts in your mind I guess right?

  • Sandra McFadin
    Posted at 15:49h, 18 May Reply

    My new word for the day is “Congruence”!

    Having helped several start up companies develop a customer base I know from experience that you have to keep trying, have a thick skin and most importantly believe in your product or service. It’s so true that people can tell right away if you are not 100% invested and speaking from the heart.

    • Andrew J. Gay
      Posted at 15:57h, 18 May Reply

      Totally something most people don’t get. We live in a society that is very much half hearted. We see it with divorce rates, financial ups and downs etc… Being all in sometimes requires tough decisions and, as you say “thick skin” but if you’re all in “100% invested” it isn’t nearly as hard as people like to make it. That’s my phrase of the day… “100% invested”. Thanks Sandra!

  • Deb
    Posted at 16:19h, 18 May Reply

    “…emotionally and intellectually engaged in a result that’s good for them” — that’s a great way to look at it. If your mind is set on that, how could you fail? That sounds like 100% conviction to me. Terrific stuff!

  • Jacobroig
    Posted at 18:27h, 18 May Reply

    Great post Loral, not only know your responses to objections but why are they giving them to you from the start? You have to be 100% invested and be willing to put everything else on hold.
    In my coaching business I see business owners everyday not willing to get single focused and 100% committed and it costs them time, money and creates the obstacles that takes them out of their game!
    So sharing this Loral is right on and needs to have the attention you gave it!

  • Kerbeare
    Posted at 20:04h, 18 May Reply

    IIt’s a beautiful thing when your sales process is working for you. You need to master each step leading to your close. Nice article. Thanks

    • Rick Cooper
      Posted at 17:30h, 19 May Reply

      Great comment Kerbeare. Mastery is such a great term to use. When you learn to master sales, you will see a dramatic improvement in your results. That takes preparation and practice, as well as following best practices.

  • simonehardy
    Posted at 05:22h, 22 May Reply

    This is a great article for breaking down each component of what is need to close that sale. Thanks Loral.

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