Find our 4 tips for closing the sale below:
1. Learn to recognise when the client is ready to buy.
When prospective customers are ready to buy they will often ask questions related to the product or buying process, such as, "How long would delivery take?" or "What does that button do?"
Other indicators could include complaints about unsatisfactory vendors in the past or interested comments such as, "Good idea" or "Oh, really?"
2. Stop giving yes/no answers.
Instead of simply answering your potential client's questions with a yes or no, formulate your own questions with which to respond. For example if the client asks whether you stock a particular item in black, you could say, "Yes, would you like it in black?"
3. Free trials often lead directly to sales.
This closing technique is frequently used by all kinds of businesses and appears in the form of magazine subscriptions (where the client receives one month for free), car sales (where clients can test drive the vehicle), and gym memberships (where clients can claim one month membership for free) to name a few.
4. Suggest specific terms to the client.
Instead of directly asking the customer if he or she is ready to make a purchase, rather suggest a buying scenario and ask whether the client agrees to it. For example, "We are able to ship 150 units on Tuesday for R1 000. Do you want us to do that?"
This question enables the customer to identify any specific issues with the proposition, e.g. he or she may require shipment on Monday, in which case they will be able to inform you of this.
Be careful with this approach, however, as you do not want to sound pushy or ignorant. Be sure you know enough about your client's needs to make reasonable suggestions.
Staff Training presents Sales Negotiations Training nationwide.