Improving closing ratio is a skill that can be learned and practiced. Once you’re able to sell your products or services, and yourself – generating revenue can be easy as 1, 2, and 3.
However, there might have been times when we’ve exerted too much effort to a point of making sleepless nights a habit and crying over accounts that just won’t close.
Here are 5 things you need to know to close more sales and eventually, make up for the lost prospects.
1. Treat Your Customers Right
Since most people in sales are busy making sure their products or services are selling – they forget to check on their customers. Remember, it’s a people business you’re in and they want to be treated nicely. Customers need your attention and will want to see if you’re able to satisfy their interests and needs – and that includes how you treat them. Keep customers feeling wanted and appreciated.
2. Blow Them Away
Not literally. Blowing customers away means to wow them, keep them excited, and have them come back for more. People with strong selling influence are those who usually find ways to keep a customer hold on to an experience. This can take form in demonstrations or advertising. Very creative people can take just any product and present them in ways customers didn’t expect. Wow them with your confidence, your appearance, your belief in what you’re selling, and how great the service you’re offering. Mediocrity won’t bring in any money.
3. Go Out Of Your Comfort Zone
Being able to work and adapt to just about any environment you’re in sets you apart. The best people in sales are those who are willing to be put in any situation. Try negotiating with tough customers and ask the tough questions, and aim for the close. The big deals are usually that come with tough clients.
4. Ends Justify the Means, Not the Other Way Around
Selling isn’t focused in planning and organizing. It should be about gaining results. People in sales often spend time doing a lot of work thinking. People with great selling influences extend from their work and go on the frontlines where the customers are. They know how to spark customers’ interest which causes them to buy.
5. Ask, Ask, Ask
You’d be surprised to know that a lot of sales people don’t ask for the close. Most of these people never ask to do business and just go on and talk and talk about the product. If you never ask, you’ll only close sale with buyers who wanted to buy – and lose prospects.
Also, uncovering decision makers are very important. Talking to the wrong person might cost you the close. Never be afraid to ask things like what influenced the customer to make the decision in buying, or who are other people involved.