Closing a sale is a critical moment in the sales process. It’s the culmination of all your efforts and can determine the success of your business. To ensure you close more deals and build lasting relationships with your clients, here are seven best habits to follow:
- Listen Actively: One of the most important habits in sales is active listening. Pay close attention to your client’s needs, concerns, and preferences. By truly understanding what they want, you can tailor your presentation to address their specific pain points and offer solutions that resonate with them.
IMPORTANT … Let me make a note of that … These seven words are all-powerful and must help you form the habit of notetaking. Very important.
- Build Rapport: Establishing a strong connection with your client is essential. Take the time to get to know them on a personal level and find common ground. Building rapport creates trust and makes the client more comfortable with you, increasing the likelihood of a successful close.
Remember … People like to do business with people they like.
- Be Prepared: Always come to your sales meetings well-prepared. This means having a thorough understanding of your product or service, knowing your client’s business, and anticipating any objections they might have. Preparation shows professionalism and instills confidence in your client.
- Ask the Right Questions: Asking insightful questions can uncover valuable information about your client’s needs and preferences. Use open-ended questions, starting with who? What? Where? When? How? and why? to encourage them to share more details and follow up with
probing questions to dig deeper. This will help you tailor your presentation and address any concerns effectively. Remember … If you don’t ask you will never find out.
- Handle Objections Gracefully: Objections are a natural part of the sales process. Instead of viewing them as obstacles, see them as opportunities to provide more information and address your client’s concerns.
Objections of good not bad. They are the signposts to the sale. Respond to objections calmly and confidently and use them as a chance to reinforce the value of your offering.
ACTION … Go to www.thesalesdocto and review r.com.au and review SALES OBJECTIONS ENCYCLOPAEDIA … Over 400 rebuttals, tips and word tracks to assist you in managing all objections professionally.
- Create a Sense of Urgency: Encourage your clients to act by creating a sense of urgency. Highlight the benefits of deciding sooner rather than later and emphasize any time-sensitive offers or limited availability. This can motivate clients to move forward and close the deal.
ACTION … Go to www.thesalesdr.com.au and review CLOSING SALES ENCYCLOPAEDIA … Over 100 closing skills with examples for you to learn, and practice, practice, and practice.
- Follow Up: After your initial meeting, always follow up with your client. Send a thank-you note, provide additional information, or address any lingering questions they might have. Consistent follow-up shows that you value their business and are committed to helping them make the best decision.
Remember … Most salespeople only follow a prospect up once. Be different. Be in the top 2% of salespeople who follow-up religiously and have follow-up as a habit that is done daily.
By incorporating these seven habits into your sales process, David Jackson, the Sales Doctor believes you’ll be better equipped to close more sales effectively and build lasting relationships with your clients.
Remember, successful sales are not just about making a transaction; they’re about creating value and trust with your clients.
Important note from the Sales Doctor, David Jackson … One habit I left out was a habit of practice. You must practise your skills daily to become a Master of closing sales and negotiating. To be the best prepared you need to know at least 20 closing skills instinctively so you can close with combinations.
A salesperson tells, good salesperson explains, and a great salesperson demonstrates … Harvey Mackay
Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect … William Clement Stone
Establishing trust is better than any sales technique … Mike Puglia
Check out www.thesalesdoctor.com.au eBooks … Title … CLOSING SKILLS – BEST EVER 25 DEAL MAKERS. … a fabulous addition to your learning library.
Good Selling.
