“Sales is not about selling anymore, but about building trust and educating.” — Siva Devaki
“Sell me this pen” — this is the classic jobhunting salesperson’s interview question. And it may seem easy because, really, how hard is it to sell a pen, when its purpose is to write and your product, indeed, writes?
This is us thinking from a salesperson’s perspective, but what it takes to sell is to think of the customer’s perspective. What are they looking for? What do they need? What issues do they have that need to be addressed?
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Before you proceed further, let me stress this now: EMPATHY is important when you are selling. This makes your conversations with your prospects transformational, whether the sale closes with a “yes” or a “no.”
But of course we want their answer to be a resounding “Yes!”
Fast fact:
92% of salespeople give up after four “no’s”, but 80% of prospects say “no” four times before they say “yes.” — Marketing Donut
This means that many salespeople give up just as their prospect is about to say yes. Of course, this is not always the case in every situation. Sometimes it may take more than 4 “no’s.” But what this data shows us it that we need to stretch our patience and persistence longer before we decide to move on to the next prospect.
You’ll feel it in your gut, and it depends on your relationship with your prospect. So keep building relationships. They can help spell the difference between hitting sales targets or not.
So how do you finally close a sale? Here are 10 ways to try in your next pitch:
Based on the word “assume,” this is the pitch where you assume you’ve closed the sale, and your confident energy becomes contagious to your prospect that they say “yes,” too. Become such a strong purveyor of good vibes that you get good vibes back.
Do not use this if: You don’t have a relationship with your prospect
Create a sense of urgency with your prospect by saying, “If you decide today, you will get” and then enumerate perks, freebies, or discounts. Be mindful, though, that the line, “Today is the last day of our promo” is being used by almost everyone, so work on how you communicate and deliver this fact.
Do not use this if: You have no authority to offer discounts or promos
This basically means removing things from your offer so that the amount decreases as you also zone in on what your prospect really needs. Too many things on the table might confuse them or prove to be useless clutter. Simplify by zoning on what they need with the added benefit of them paying less.
Do not use this if: The original price is okay with the prospect anyway
Based on the term “hard sell” which means you are unapologetically selling to your prospect and they know it. You are telling them the steps to take to finalize the sale and the documentation you need from them. The hard close makes them say either “yes” or “no,” finally, and you both can move on.
Do not use this if: You are in the early stages of selling to your prospect
This technique is based on a TV character named Columbo who closes his cases after saying, “Just one more thing…” and getting the suspect to say what incriminates them. In sales, this is the equivalent of, “But wait, there’s more!” It’s putting the best benefit of your product towards the end, saving it for last.
Do not use this if: You feel you have bombarded your prospect enough
Prospects might drown you out when you have spoken for more than 3 minutes, so it would be wise to summarize everything you have told them (preferably listing the benefits of your products) in 15 seconds or less. Sometimes this has more impact than a long speech, because it’s what they only need to hear.
Do not use this if: You have not been given the chance to speak for long
Puppies (or other pets, for that matter) often get adopted once the adopter has held them and interacted with them. The same is true with your prospects. Give them a free trial, let them do a test run, or offer other things that is similar to letting them get a taste or feel of the real thing. This may finally convince them.
Do not use this if: It is not possible for your product to be tested
Sometimes, the best way to go is to give your prospect choices on which product or package they can get. It makes them feel like it’s either one or the other, and not getting any is out of the question. Offer at least two or, at most, three. Then lay it all out for them to easily compare the pros and cons of each.
Do not use this if: You don’t really have other options. You don’t want to come off as insincere, dishonest, or too desperate to close a sale.
There are prospects who have become masters at listening to pitches and who know how to negotiate so that they get the best deal. This is quite similar to the “now or never” technique except you don’t offer it unless they ask for it. For example, your prospect says, “I’ll sign up if you give me a discount today.”
And then you answer, “Yes, of course, but only if you sign up today.” Deal done!
Do not use this if: Your prospect is not asking for such a discount.
Asking your prospects questions about the problems or issues they have to which you are offering a solution may make them feel that you really care for them and not just your sale. This will also help them reflect and realize why they probably need you.
Be sincere at all times. A non-sale now may mean a sale some other time.
Do not use this if: Your prospect has been clear that they don’t need what you are offering
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Understand that clients may be bombarded left and right with sales offers that are similar to yours, so work on what would make you stand out, memorable, and top of mind. What you set you apart?
Focus on how you make your prospects feel. That is what they will remember about you each time to do a follow-up.
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Source: How to close sales: 30+ closing techniques, tips, and questions
