Each step you take in a sales cycle should be leading you towards partnering with your customer. With each customer interaction, remind yourself of where you want to go and focus your efforts on moving in that direction. Without knowing where you are going, you may find yourself taking steps that lead you away from closing the sale. Keep focused on your purpose during each step in the sales process.
In most sales cycles, your customers will ask for something. Whether they ask for information, a lower price, product demonstrations or customer referrals, expect that you will be giving a lot during the sales cycle.
A good rule to remember is that you should always ask for something after you give something. For example, if the customer asks for a demonstration, ask for their commitment to move forward to the next steps if the demonstration proves that your product or service will fulfill their need.
While it may be better to give than to receive, in the sales world, giving and receiving are both equal players with equal amounts of importance.
Sell More Value
BE THE INTELLIGENT INVESTOR
In a price-sensitive market, the winner is the one who can show more value than the asking price. Value is determined not by the market but by your customer. Show them that your product or service has more intrinsic value than the price, and the sale is yours.
A mistake that many rookie sales professionals make is to promise something that they cannot deliver. For example, if you are selling a product that requires the item be shipped, tell the customer when to expect the item and never suggest that you can get it to them sooner than what is realistic. It is better to tell them that delivery will take longer than what it probably will.
When the profits are significant and the returns are consistent.
If you followed tip No. 6, you will have ample opportunity to over deliver. Delivering an item earlier than expected will be seen by most customers as you going above and beyond for them. However, if you’ve over promised, you’ve probably set yourself up to under deliver. This creates a diminished sense of value in the customer’s mind, making it more challenging for you to close the sale.
Be Nice To Your Enemies
You will have competition in every sale. Competition can come in the form of another company or from the potential of your customer making no decision. If you put down your competition, you immediately put the customer on the defensive. Doing so may cost you the sale. Instead, praise the competition where they are strong and point out where your company outshines everyone else.
Prepare and Plan
If you’ve done your work and have built more perceived value than the price you are asking, it’s time for you to prepare and to plan for the close. Preparing includes gathering all the information, paperwork, forms, etc. that the customer will need to move forward. Planning means to anticipate any last-minute objections and how you will respond to them.
Close Your Mouth
The golden rule in sales is simple: “After a closing question is asked, the first person who talks loses.” In other words, if you’ve earned the right to ask for a sale, ask for the sale then say nothing. Rookie sales professionals often talk themselves into and out of a sale.
Their excitement and nervousness put their mouths on auto-drive, and they often end up either missing a buying signal or, worse yet, keep talking and end up bringing up something that the customer hadn’t thought about yet. New thoughts in a closing situation usually result in sales delays.
The temptation to talk is great, but once you learn how to resist the temptation and how to close your mouth, your sales closing percentages will increase.
Aussies are already using that superior strategy to pay their bills WITHOUT EVEN BUYING IT.