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.
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?”
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.