Closing the Sale...

Getting a client to say, "Yes" can be one of the most difficult things to do, or it can be as easy as merely asking for the order. If you have taken the necessary steps and completed the groundwork, then you may find fertile fields for sales growth await you.

"Nothing happens until someone sells something!" This is so true! You can be the best manufacturer with the highest quality products, but if you can't sell your products, then you won't get to make very many.

Let's look at some things you can do to help close the sale and get the client to say, "Yes."

* The first thing you must do is listen very carefully and ask open-ended questions so you can help your clients identify their needs. You are now prepared to show them that what you are selling will meet those needs.


* As you are asking questions, listen for signs that they are ready to buy. Some examples might include, "How long would it take to get one?" "Is this the latest model?" or "What terms will you give me?"


* Never answer questions with a simple "Yes" or "No." Be prepared to ask questions of your own. For example, the question about delivery could be answered with, "When do you need it?" You could answer the question about the latest model with something like, "Would you like the latest model or would you be interested in something else if we could save you some money?" If you choose your return questions carefully, they can help lead to closing a sale.


* Sometimes it is helpful to set a deadline to get a person to make a buying decision. If you are planning a price increase, encourage your customer to place the order by a certain date to take advantage of the reduced cost. This sends a message that you are working with them to get a good deal—a message they will appreciate.


* Set yourself apart from other salespeople by becoming your customer's new best friend. Constantly look for ways to serve your customers better. Try to be a resource for the latest information, and be ready to help them do a better job. Rather than being known as only a salesperson, share your knowledge and become known as a resource. This will create added value to your customers.


* Be accessible. If they can't find you when they need you, they will look for someone else.


* Be enthusiastic, and let it show! You can do this with your voice, facial expression or the way you move. A kind, genuine smile is an invaluable asset for a salesperson. People want to do business with those who are upbeat and positive. If you enjoy what you are doing, it will show!


* When closing your sale, avoid options of "Yes" or "No". or questions like, " Did you like the product i am offering?" or "Would You like to go in for this product?"- the Chances of the prospect saying "NO" are higher. Always consider offering alternatives. People like to have choices. Examples- What Did you like in the product i am offering, the quality or the value add?" or You can use this to your advantage by saying, "Which of these choices would you like—A or B?" With this close, you are likely to make a sale of one kind or another. Even if you are selling a single product, you can still offer choices of color, delivery or terms, for instance.


* One final technique is the authorization close. When you have finished your sales pitch, ask if the customer has any additional questions. If he has none, make a check mark on the sales contract where the client needs to sign. Pass the document over to him and say something like, "If you will just authorize this, we can get started right away." The word "authorize" is less threatening than the word sign, so customers are more likely to sign when asked.

If you are prepared for it, closing a sale can be a natural part of your conversation with customers. Work to refine it so that it grows easily out of your discussion. Establish a relationship with your clients. Believe in what you are selling, and implement some of these techniques. Then watch your sales grow!


All The Best
Regards
NM!!!