Many sales people who have the ability and potential to be great, never manage to increase their win rates. While they may manage the sales process well, they fall on their face at the end. That is typically due to a lack of understanding on how to use appropriate sales closing techniques to get the deal across the finish line. Try these techniques to lock sales down.
While your product or service may be an ideal fit and your prospect has every intention on moving forward, it doesn’t mean you can take this for granted or that the deal is guaranteed to close. Many sales people will leave things to another day or until the prospect dictates the terms. This can cost them the deal.
Create a sense of urgency. Make sure that your pricing and terms are created with time sensitivity in mind so that they can work in conjunction with your sales process. For example, offer an incentive, such as a bonus or improved terms, if they sign within a certain timeframe. We call this the give and get.
Take the time to listen to your prospect's concerns and objections -- the deal depends on it.
Listening can be on of the most difficult techniques for a sales person to employ and yet, it can be one of the most rewarding. And many times, when a deal fails to close it is because a salesperson hasn’t taken the the time to listen to their prospect’s objections or concerns. Too often, sales people are waiting for their turn to talk instead of truly listening to the prospect. So, start to incorporate these four active listening techniques:
Truly listen to the prospect.
Feed back the content and feelings of the prospect’s words.
Confirm you heard the prospect correctly.
Ask a relevant follow-up question to further clarify your understanding of their situation.
Lead the buyer through their emotional hurdles and provide authentic reassurance. Don’t shy away from the concerns they’re raising. Clear up any confusion that still exists and remember, the confused mind always says “no”. Convince your buyer with your actions, not just your words, that you’re in this for the long haul. And yes, part of walking your buyer from a state of uncertainty to certainty is exercising decisiveness and recommending a decision.