Entrepreneurship & Business
The Close Of A Sale
Golden rules for a salesperson.
“Selling is an art and a salesperson becomes successful not merely by making great presentations or by successfully answering the prospect’s questions or by representing a great company with quality products; his ultimate test lies in his sales closing skill. ”
There are people who use pressure tactics, personal charm or combination of both to close a deal. However, a good close happens only when a sales person can identify a solution to a specific problem and satisfy the prospect’s wants and needs.
One mistake at a crucial moment and you lose great deals. Here are examples of some common mistakes you must avoid:
SLOW RESPONSE
Prospects need quick inputs on products, costs and other related issues; one of the easiest ways of annoying them is by reacting at a slow pace and losing business to competition.
LACK OF PATIENCE
Some salespersons are in a great hurry to close an order so that they can cater to the next customer; therefore they become impatient, insensitive and eventually lose the deal.
FEAR OF REJECTION
Inability to handle rejection is one of the main reasons why some salespeople are not able to close deals. They leave too many things open ended and allow precious time to pass leaving the client confused and unattended to.
POSTPONE
It is art of doing all things right and reaching the close of a sale, then losing sight of the real thing. Some salesmen do not wrap up by signing the deal or taking an advance, as the case may be, and create space for competitors to step in.
NEGOTIATION BLUES
Prospects like to talk, discuss, bargain and close with a feeling that they have won some kind of a battle. Your inability to acknowledge and feed such egos can also cause failure.
FOLLOW-UP
Prospects often need extra time to think before they make a decision. It is important to give them the space. However, if you do not follow-up at an appropriate time to help them make the final decision, you will eventually lose them.
OVER SELLING
This is perhaps the biggest disservice to the client. When you over-sell, over-talk and over-educate you may actually walk your prospect out of buying.
MISMATCH
By exerting pressure and influencing a prospect to buy what you feel is right, you will create a situation of inaction because your solution may not fit his need or budget.
Selling is about building a trusting relationship and partnership with the customer by becoming a resource and helping them solve their ongoing problems and satisfy their continuing and evolving need and desire.
Maintain a long-term focus on your client and build a positive relationship by developing trust, respect, integrity, communication and putting in untiring efforts for a win-win relationship. Build an attitude of “I am here to help you; I am here to do business with you’. Closing of sales is all about giving, it is about service, it’s about being aware of the client’s need and being alive, active and responsive.