CLOSE DEALS QUICKER
January 18th 2016 at 4:50pm Published by firstdownadmin
In sales terms, closing is generally defined as the moment when a prospect or customer decides to make the purchase. Very few prospects will self close, making it necessary for the salesperson to instigate the close. While closing the sale is necessary, it doesn’t have to be a big deal.
All companies — and all sales people — dream of closing their sales faster. Because the faster you conclude your sales, the larger the volume of deals handled, and the higher the turnover achieved!
Sales people have come up with a number of closing techniques to help soften prospect resistance and put them in a buying mood. These closing techniques can be quite powerful and should be used only as appropriate. A salesperson should never use a closing technique to bludgeon a prospect in the buying something that they don’t really want or need. Closing techniques are best used when the prospect is close to buying but is held back by an unreasonable concern.
Below are some of the most effective strategies to help close your sales faster:
- Identify the decision maker.
- Be real. A client can sense if you are being genuine during the sales process.
- Create a sense of urgency.
- Overcome objections.
- Know your competition.
- Watch what you say!
What gives this option credibility is the customer does indeed have to buy the initial order. This simple action of having the customer pay for the first order minimizes the likelihood of them backing out. The customer will be more likely to purchase, knowing they can get their money back on that first order if they don’t make a second order.