Practical Tips on Closing Sales....

There are many closing techniques and there are some common tips that are offered to make closing even more successful.

ABC

ABC is a common term which stands for 'Always Be Closing', which is both good and bad advice.

ABC is good advice when it is used to keep in mind that you are always aiming towards a close. It is bad when you just use it to mean battering the customer to death with a barrage of unsubtle closing techniques.

Selling can be a lot like fly fishing. If you tug hard on the line, it will snap and the fish will get away. The best method is a gentle coaxing that gradually brings the fish in to shore - although sometimes when they are spooked you have to let them out again and calm them down further away.

Silence after

When you have used a closing technique, be quiet afterwards and let them respond. If you just keep talking, then you may miss what they have to say - like 'yes' for example.

Silence also builds tension and will encourage them to respond - and a response to a well-put closing question will hopefully be positive.

Watch emotions

Watch out for the other person not only in what they say but also in the emotions behind the words.

Never try closing when they are in a negative emotional state - you will only cause further objection and possibly anger that means they will never buy from you again.

Over-closing

It is not unknown for sales people to talk their customers into closure then carry right on and talk them out again. You can over-do closing and it requires a close sensitivity to avoid this trap.

It is often the fear of the other person saying 'no' that often causes a sales person to keep on talking. You must have faith and also accept that when they say 'no' it is no real comment about you. If you take rejection personally then you are probably in the wrong job.

There are no bebacks

When a customer says 'I'll be back', sales people in many different situations know that this is just an excuse to leave. Thus, it is said, 'there are no bebacks'.

The consequence of this is that when customers say they will be back, you cannot count on it and should treat this as if they will not and decide either to move to the next customer or redouble your sales efforts.

Closing need not mean a sale today

In some situations, there are bebacks. In fact any business sale may require that the sales person make many visits and a multi-million dollar deal can take years to set up.

When you can meet the customer again, then you can have intermediate goals and closure may just be and agreement to meet again. It can also ask for commitment to certain acts such as getting you information or looking at a website. Generally, if you are getting the other person to commit to some action, you are moving the sale forward.

Horses for courses

In all of these methods, remember that all closing techniques are appropriate only in particular circumstances. This can include the emotional state and readiness of the customer.

It also depends on the sophistication of the customer. A professional buyer in a big company has been on all the sales courses themselves and can see a closing technique coming from several miles away. Using simple methods with sophisticated buyers will only serve to annoy them, so rather than treating the situation like one-off selling, use more relationship selling methods, seeking to understand them and meet their needs, both professional and human. Everyone, even buyers, like to be treated with respect, and if they do catch you being a bit crass, then apologize and be more careful where you tread!

Nishant K. Makasare

Perception......

There were two brothers in a small village in the Eastern Cape. The twin brothers grew up knowing nothing else but poverty. Their father was an alcoholic and their mother a domestic worker. They grew up with very little.

On their way home one day, their parents were involved in a bus accident and died instantly. The brothers' condition became even worse. At age 17 they separated. Years and years later a family member decided to find them for a family reunion.

One of the brothers was a wealthy engineer owning a construction company. He had a wife and three beautiful kids. The other was an alcoholic with no sense of direction for his life.

The family member asked the engineer, "How did your life turn out like this?"
"What did you expect with a childhood like mine?" he answered.

She moved on to the other brother with the same question.
"What did you expect with a childhood like mine?" was his answer.

This tells us that, "men are not disturbed by the things that happened but by their perception of the things that happened".

Attitude Deretmines Attitude

I woke up early today, excited over all I get to do before the clock strikes midnight. I have responsibilities to fulfill today. I am important. My job is to choose what kind of day I am going to have.

Today I can complain because the weather is rainy or I can be thankful that the grass is getting watered for free.

Today I can feel sad that I don't have more money or I can be glad that my finances encourage me to plan my purchases wisely and guide me away from waste.

Today I can grumble about my health or I can rejoice that I am alive.

Today I can lament over all that my parents didn't give me when I was growing up or I can feel grateful that they allowed me to be born.

Today I can cry because roses have thorns or I can celebrate that thorns have roses.

Today I can mourn my lack of friends or I can excitedly embark upon a quest to discover new relationships.

Today I can whine because I have to go to work or I can shout for joy because I have a job to do.

Today I can complain because I have to go to school or eagerly open my mind and fill it with rich new tidbits of knowledge.

Today I can murmur dejectedly because I have to do housework or I can feel honored because the Lord has provided shelter for my mind, body and soul.

Today stretches ahead of me, waiting to be shaped. And here I am, the sculptor who gets to do the shaping.

What today will be like is up to me. I get to choose what kind of day I will have!

Non IIM Graduates to take up OFFBEAT JOBS

BANGALORE: Sweta Tiwari, who will soon get her MBA degree in finance from Thakur Institute of Management, made chocolates on Valentine’s day which

fetched her Rs 20,000 in just three days. Interestingly, she earned Rs 22,000 while test marketing her products — the highest earned by any student in her 180-batch class. She plans to open a retail outlet and aims it to be a Rs 100-crore company in five years.

It’s just not IIM graduates who are taking the entrepreneurial plunge. Students from tier-1 and tier-2 management institutes are also increasingly joining the entrepreneurial tribe and their businesses range from making solar streetlights, robots, solar mobile chargers, painting murals and walls, mushroom cultivation, making eco-bricks out of cow dung to offering homemade tiffins.

Sweta was among the 6 lakh students from business schools and engineering colleges across 30 cities who participated in Entrepreneurship Week (E-Week) India conducted by the National Entrepreneurship Network (NEN) this year. “We saw the number of business propositions and the number of participants double compared to last year,” said Laura A Parkin, executive director, NEN, and Wadhwani Foundation, which supports E-Week.

One of the aspirants was Danny D’Cruz from the VLB Janakiammal College of Arts and Science, Coimbatore. He started a wall and mural painting business, taking up an average of four projects a month, which helped him earn Rs 8,000 per project. D’Cruz started this business when one of his artist friends lost his BPO job during the recession. “We go to houses and paint their walls with different pictures as per customer demand,” says D’Cruz.

Students like Praveen Kumar and Ashwin Dange from the National Institute of Engineering, Mysore, who learnt about the shortage of mushroom supply in Mysore, started cultivating it. They plan to brand their products soon and sell them directly to hotels and restaurants. And Ashutosh Pandey (25) from the Thakur Institute of Management in Mumbai plans to launch a startup that offers homemade tiffins along with four fellow students. “We hope to sell 1,000 tiffins per day after six months,” said Mr Pandey.

G Ramachandran (22), a Btech final year student at the PSG Institute of Technology, has plans to launch solar streetlights and solar mobile chargers. He plans to raise funds by conducting workshops on solar robots.

Going the eco-way is another student, Kumar Saurav, from the Vidya Vardhaka College of Engineering, Mysore, who has plans to make eco-bricks made of cow dung for homes. These bricks are a mix of cow dung, silica and clay which can be baked in sunlight and don’t need kilns or large ovens. Mr Saurav is talking to contractors and the construction industry to supply these bricks. “With an investment of Rs 50,000, I am planning to produce 20,000 bricks to do a trial run,” he said.

Rahul Kamath (24) from PSG College of Technology in Coimbatore has started a company which makes steam boilers used for different industries instead of furnaces.

“The steam has got higher temperature than fire and can be used for different purposes such as cleaning and won’t burn objects,” he said. Mr Kamath is also starting a plant for organic fuel sourced from agricultural waste, with an investment of Rs 5 lakh.

CLOSING- MARKET TO MARKET SELLING

Can you understand how the excessive use of sales closes may drive some prospects away from the purchase of your product? Its simple: The prospect realizes that he must answer to others in his organization -- or get rid of a trusted vendor -- which is less comfortable than your best closing techniques. He uses any one of dozens of techniques to postpone his decision, then stops returning your calls.
Customers have a decision process that helps to prevent impulse decisions. Sorry, but this is an unavoidable fact.
Industrial customers may be under pressure from sales psychology. Worse than appearing transparent and thoughtless, your excessive and repeated use of sales closes may permanently alienate your prospect.

You will be required to pitch the decision maker and others on your road to meet the decision maker. The decision maker may require steps in evaluating your product such as literature, meetings with subordinates, sample evaluations, process trials, price negotiations, comparisons to competitive products. They may use you, perhaps invite you in only to accumulate additional data that justifies their current supplier. You must contend with advanced corporate purchasing tactics.

Where do you start? First, realize that closing should be a way of working, not a script. Begin by understanding all of the steps that the organization will require to complete the sale. Then, agree on what you will need to accomplish at the current step; how you would be permitted to move forward to the next step. In other words, pre-qualify the customer's needs. This pre-qualification is basically your close -- done in advance! Your job is now to reach a mutual agreement that the customer's objectives are satisfied, clearing a step, allowing you to move step by step towards a check that clears the bank.

Believe it or not, you still have not closed. You will close only when your customer is completely satisfied. What's better than closing on a bank cheque? How about one of the greatest aspects of industry business: repeat orders?

My philosophy is to use one sales closing technique during any single meeting or phone conversation. Using too many closes in sales is a typical mistake; but, not using any is another mistake. Using one close during a meeting will help to move a deal forward. Using two closes may be helpful in very few cases. But, using three or more seems very risky to me -- in business to business product sales.

Furthermore, I use more of a conversational close, not a scripted close. For example, there are some purchasing agents who want to be asked for their order. If they seem to be this type, if they look interested, and if the time is right, why not simply ask for the order?

"Mr. ABC your needs are a wonderful fit for the capabilities of our Corporation. We are excited that your requirement fits with the phase transition with our corporation’s metamorphosis capabilities. During this time you have shown us your requirements and your concerns. We have shown how our organization is capable and focused on meeting all of your requirements. All of us at organization will work hard to make your program a success. May we have an order?"

How to Start a Conversation with New People

1. Start with a "hello or a hi or hey," and simply tell the new person your name then ask them theirs. Offer your hand to shake, upon his/her responding to you. (If you go to other countries, greet the person in tune with the particular culture). If you already know the person, skip this step and proceed to step.

2. Look around. See if there is anything worth pointing out. Sure, talking about the weather is a cliche, but if there's something unusual about it "bam!" you've got a great topic of conversation.

3. Offer a compliment. Don't lie and say you love someone's hair when you think it's revolting, but if you like his or her shoes, or a handbag, say so. A sincere compliment is a wonderful way to get someone to warm up to you. But be careful not to say something so personal that you scare the person off or make him or her feel uncomfortable. It is best not to compliment a person's looks or body.

4. Ask questions! Most people love to talk about themselves; get them going. "What classes are you taking this year?" "Have you seen (Insert-Something-Here)? What did you think of it?" Again, keep the questions light and not invasive. Do not ask too many questions if he or she is not responsive to them.

5. Jump on any conversation-starters he or she might offer; take something he or she has said and run with it. Agree, disagree, ask a question about it, or offer an opinion, just don't let it go by without notice.

6. Look your new found friend in the eye, it engenders trust (but don't stare). Also, use the person's name a time or two during the conversation; it will help you remember the name, and will draw the person's attention to what you are talking about.

7. Don't forget to smile and have fun with your conversation!


Tips

* Just relax. Chances are that whatever small-talk you're making isn't going to stick out in anyone's mind a few months from now. Just say whatever comes into your head, so long as it's not offensive or really weird. (Unless, of course, the person you're attempting to converse with is into weird stuff.)

* Remember, if you think of something in your head while you're talking, it's probably related.

* It will help if you watch some TV, listen to radio shows, and/or read a lot newspapers, magazines, and/or books. You need to have some idea of what is going on in the world. Also remember and plan to share anything you like, think is funny, or find intriguing. This is building up your own library of things that might be helpful to another person during a conversation someday. It will be amazing how you thread these interesting things when you least expect it, and make conversation an adventure instead of a dreadful task. If you take it to the next step and say things that you want the person to think of as adding value, and keep to yourself things that the person might not, you are actually honing your own personality to be appealing to the other person, and what is a greater act of kindness than that.

* If you are shy, it will be helpful to have thought about a topic or two that you could talk about.

* Follow the lead that your listener is expressing. If he or she appears interested, then continue. If he or she is looking at a clock or watch, or worse, looking for an escape strategy, then you have been going on for too long.

* Interesting and funny quotes or facts can lighten things up, and make way for things to talk about. You could also use a set of conversation starter question cards for inspiration.

* If talking over the phone, keep the person involved in the conversation at all costs. If you can't come up with a good topic, try the "questions" game. Just keep asking them questions; random questions work just fine as long as they are appropriate. This technique can save a phone conversation. The questions should be open ended questions that do not require a yes or no answer. For example "How do you know the hosts?"This way you can ask questions about what they just said or follow up with how you know the hosts (for example) instead of acting as if the conversation is an interrogation.

* Half of an effective conversation is the way you non-verbally communicate, and not necessarily what you say. Practice better non-verbal skills that are friendly and confident.

* Read newspapers and magazines to increase your knowledge so you can have more interesting things to talk about