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Close More Sales

Close More Sales

If you want to close more sales, whether you’re telemarketing or selling face-to-face, you should have a system. Successful business owners, sales managers and sales executives typically use a system comprised of three components. Customize this generic plan to suit your situation and you will close more sales.

  • Open Ended Questions:

Ask open ended questions when telemarketing or face-to-face selling. Don’t give the customer a chance to answer with only “yes” or “no.” This can stop a conversation and makes it too easy for your client to become disengaged. Instead of saying “We’ve got the item in stock at the price you quoted. Do you want to get it?” say “We’ve got the item at the price you quoted. Will you be using your Visa or MasterCard today?”

  • Listen:

Every good business owner knows one of the major reasons people lose the sale is because they didn’t stop talking and listen to their customer. After you’ve pitched the sale, be quiet! Rather than talk yourself out of a sale, give your customer the opportunity to ask questions, answer your questions, review the options and get comfortable with the purchase. Even if there is an uncomfortable silent pause, stay quiet. Let them talk. You listen.

  • Overcome objections while you understand what they stem from:

When you’re telemarketing, you can’t see their facial expressions, but you can hear concern or confusion in your customer’s voice. Selling in person gives you an advantage to how your customer’s really feeling, but you still need to listen and be prepared to overcome objections.

If your customer says “no,” do not accept that. Ask them why? Find out what their concerns are, and why they don’t want to seal the deal. If possible, make adjustments to the sale to better suit your customer’s requirements and re-close the sale.

Smart business owners know the old adage; “the customer’s always right” still holds some merit. They word their closing questions in a way that keeps the customer engaged in the sale. They listen and are willing to be flexible in order to win the customer. You need to do the same. By using this selling system, you and your sales staff will close more sales.

Posted By: GoLeads

Posted on: 03/09/2012
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