How to close more sales?
For a start stop thinking about it as closing and start thinking about starting a relationship. Closing is a very negative word where only one person wins, the sales person!
Do like being "closed"? No pushing people to buy a product or service is hardly the best way to begin what is hopefully not just a happy customer but an advocate and someone who refers you to others right?
So how do you start more relationships like this?
Rather than focusing on your product or service think about what will your product or service do for your prospect?
What problem does it solve? By solving that problem what does mean to your prospect?
Bad sales people do not even think about these things all they care about is you buying whatever they are selling.
By solving this pain or problem does it move your prospect closer to their goals either short term or long term?
Do you even know what those goals are? No? Then ask!
Objections
Objections are perfectly good reasons why a prospect is not buying from you. Valid or not they exist and its your job to address them. Your sales pages, website, email marketing, social and your presentations should address these objections.. yes all of them.
You should start by writing down at least 7 if not more of the main objections. Now look at your website, how many do you address today? Get cracking.
By addressing them it shows you are aware of them and confident you can still work with them providing they are a good fit. Once you have satisfied your prospect this way before they are thinking about making a decision you will find more people will choose to buy straight away.
Help people rule themselves out!
There is no point working with prospects who are just not a good for you or them. By making it clear who is not a good fit for you and why and again make this clear in your website and any other touch points at the start of the journey you will help people rule themselves out leaving you with better prospects where you can do your best work.
Forcing the wrong king of prospect to buy may make you sales target but does nothing for you or the prospect in the long run. They will be unhappy and will tell others about their poor experience with you losing further potential customers.
Address Pricing
Make your pricing clear from the very start! Even if the answer is "it depends" say that and then give examples of pricing brackets to give people an idea. Think about it, when you are looking to buy anything what is the first thing you want to know? Price right? And if you cannot find it, do you then continue learning from the person? probably not. People are quick to hit the back button and go find someone that does address pricing.
Teach
Be a great teacher and give away as much knowledge as you can. Make it easy for people to answer their questions and learn all about your industry and your business. Building trust through content marketing makes the buying process natural and simple. People will want to buy from you because of this and all of the above becomes so much easier.
By following these steps you will find you in fact stop selling and people start buying! Now is that not what you really want?
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Author- Speaker - Consultant. Passionate about all things digital.