Closing a sale is inarguably the most challenging part in entire Sales process. Even after all efforts made in lead generation, following up with leads and giving them all information they want it is not clear if the deal will be sealed. It’s almost impossible to predict whether the consumer will end up buying the product. For all a sales person can hope, the person making the call has authority to make the purchase. Therefore many smart sales people first try to read if the person he is investing time on has decision making ability and power. There are many factors which can be mastered to make sure the sales deal closed at the end. In this article we present top six tips for closing the sale immediately.
1. Understand the product
A good sales person should know each and every detail about the product he is selling. There should be no scope of confusion. His concepts should be crystal clear because a consumer can ask him any question related to the product. A salesperson might end up facing a question for which he is not prepared and that might make or break the deal. Being prepared by knowing everything about your product is the first step to sales closure.
2. Shorten up your sales cycle
Often sales cycle is too long and thus there are multiple risks of losing a lead. Also a long sales cycle means the risk of too much of wasted time and efforts. A short sales cycle can help you target more prospects and also help in increasing the sales closure. You need to cut short the time you spend on chasing prospects that are not qualified for the sales cycle. The follow-ups make sense when your prospect is really interested in the product or has a need of it.
3. Now is the best time for sale
A salesperson should be able to create a sense of urgency in mind of the buyer. How to close the sale quickly when your prospect is in a go/no go state of mind is something a salesperson needs to learn. When your potential buyer asks for time, it certainly means he is most likely to compare your offerings with other players in the market. It can be anxious and frustrating after all hard work you did. However being prepared for such situations can save the day for you. Hence you should be ready with all data and make the sale immediately before a prospect tries to think about exploring other options
4. Know your competitors
As a corollary to what we wrote in previous point, if you are well aware about the features and offerings given by your competitors you can know where your product is lagging and thus you can accordingly be ready to sell that difference with a unique selling point that your product has but not your competitor. You can try to show the USP of your product to be more dominative and valuable in nature than your competitors’ product.
As a salesperson, you indeed have to speak a lot to make the client aware about the features and benefits of your product. However sometimes effective listening can do wonders. If you listen properly to your client you can know his pain areas and thus would be able to personalize the sale for him or her.
6. Keep learning
There is no end to learning how to sale in a better way. Based on results and observations of last sale you can try and innovate further with your sales closing strategy.
In the end closing a sale needs you to be prepared as the best possible solution for your customer. As importantly you view the sale from your perspective, it is to understand the purchase process from buyer’s perspective too.