Looking to seal the deal?
When working in the sales industry, closing deals is key to your success. After all, it’s how you enhance your profits and develop a respected reputation. Of course, it’s simple to understand the relationship between closing more deals and enhancing your success. Yet, the majority of sales professionals still struggle to close the necessary deals. So, what can you do to make sure that you’re closing deals and bettering yourself? Read ahead to discover seven tips and tricks on how to close and become an elite professional.
1. Be Genuine
First and foremost, always showcase the sincerity you have for your clients.
Without this, there’s no opportunity to build a sense of trust. When trust isn’t present in a working relationship, the likelihood of closing is low. In the event that a client develops mistrust, they’re all the more likely to abandon ship and engage with your competition.
To help, be upfront and honest about what’s best for your clients. While one product may deeply benefit their lives or business(es), be honest when other products would not.
Remember, a client can sense when you’re trying to sell them on a product or close a deal. Always be genuine with your clients and showcase a true sense of caring.
2. Overcome Your Objections
What are the most common objections you face in your line of work? Perhaps your product or service is priced slightly higher than the competition. With regards to that, it’s important to know that price is arguably the driving factor of any deal. If your clients find a more inexpensive alternative, they’re likely to opt for saving the cash upfront. To counter-act, know exactly why your product or service is worth more. While your clients save initially with the competition, what will savings look like over time? Be confident in why spending more initially is more beneficial in the long-run.
Knowing what to expect ahead of time ensures you can answer all of your client’s questions/objections to the best of your ability.
3. Create a Timeline
Creating a sense of urgency is crucial if you’re aiming to close more deals. If there’s no sense of urgency, your clients are likely to operate at a leisurely pace. When this happens, it welcomes the opportunity for competition to enter the scene.
Of course, creating a sense of urgency is often a difficult goal. To start, it’s helpful to draft an open timeline with your clients. Outline when you’ll be reaching out next, as well as what your next meeting will accomplish.
If they’re continuing to move at a slow pace, try providing an incentive to commit.
4. Understand the Competition
What’s your competition offering to clients that you can’t?
Understanding what your competition offers to your target market is key. This entails conducting plenty of research and knowing the competition, inside and out.
When you develop a deep understanding, you’ll be in-tune with their strengths and weaknesses. Don’t be afraid to use these weaknesses as a selling point for your own business. Take note of something you offer your clients that the competition cannot.
5. Master the Art of the Follow-Up
Short and sweet, it’s essential to become a master of the follow-up game. Any sales coach will tell you that without following-up, you’re far less likely to close deals.
In the world of sales, knowing how and when to follow-up with your leads is key. Think of it this way: If you’re not checking in with your clients, the competition will be. Due to this, many working in sales use a ‘Customer Relationship Management’ tool. In fact, over 46% of sales teams report widespread use of a CRM, and this number only continues to grow. CRM helps to automate the communications between an employee and their database. It also helps track, analyze, and manage your customer relations. With this, you can be reassured that you’re maintaining contact with all your leads and clients.
6. Develop a Fantastic Reputation
We live in a world built on reviews and testimonials. In fact, 90% of clients read reviews before engaging with a business.
You should assume that nearly every potential client will scour the internet for reviews. Put simply, clients want to know what to expect when working with you. People generally feel more confident in working with you when they can read about your past clients’ positive experiences. Creating and maintaining a positive reputation is essential. You need to showcase your care for clients, as well as your ability to perform at a high level.
7. Ask for Business
Lastly, you’re going to need to get comfortable asking your network and clients for their business.
Of course, outwardly asking for business can feel uncomfortable at first. To overcome this discomfort, you need to display the utmost confidence in yourself and your abilities. As a sales professional, feel confident in the belief that choosing your business is in your client’s best interest.
On the other hand, asking for business may come in the form of referrals. Every time you close a deal with a client, be upfront in asking for referrals. After all, everyone understands that sales are a business run on referrals. If you’ve done your best to please clients, they’ll feel comfortable and confident in referring you to their network.
Here in the sales world, closing deals is the key to success. Of course, closing more deals ultimately maximizes your profits. But, this also yields an unbeatable reputation and leads to further business. When clients witness your success, they’re going to be especially likely to engage with your services in the future. To make sure that you’re doing everything you can to close more deals, use this guide for assistance. Go on; it’s time to become the best sales professional possible!
Do you feel you could benefit from sales consulting? If so, visit our website today to find out how we can help!