It’s the moment of truth. You’ve got the prospect on the line, you’ve made your pitch, and now they’re considering whether to buy. What do you do now? What can you do in order to close every sale and make sure that you walk away with a new customer?
Once you have a great product or service, if you do not close the deal, then your marketing efforts will have been in vain.
In short, you must understand what value you are providing for the person with whom you are negotiating so that they feel they would be foolish to pass up your offer. If you can create this feeling of need within them, then closing the sale becomes quite easy.
1) When closing the deal, make sure to use the word “we”
When describing what benefits they will receive by making a purchase from you, make sure to use the word “we” instead of “you”. Using “we” implies a sense of partnership and cooperation between both parties, while using “you” makes it seem like there is an adversarial going on where one party is trying to take advantage of the other.
2) Use metaphors, similes, and analogies
If you can relate your product or service to something else that they are familiar with, then it will make understanding much easier for them when describing its benefits. This is far easier than trying to explain every advantage yourself.
3) Don’t be afraid to use silence in order to close every sale
A quick silence after you have made your proposal can make it seem more powerful and enforce the idea that this may be the only chance they get to make this purchase. It can also help them to feel more confident about accepting your offer, since you are not pressuring them into making a decision immediately.
4) How does your product/service benefit the consumer?
Make sure you know how it can benefit them in order for them to see why they need this product or service over other options available on the market today. Remember, you need to know what the person is looking for and what they require. When you can show the prospect how your product or service can benefit them in order for them to see why they need this product or service over other options available on the market today, then you’ll be in a much better position to close the deal!
5) Be prepared to answer any questions
Be prepared to answer any questions that the prospect may have about your product or service. When it comes to closing a sale, it’s important to be prepared for any questions that the prospect may have. Make sure you have a solid understanding of your product or service and be able to articulate how it will solve the prospect’s problem. If you can address any objections that they may have, you’ll be in a much better position to close the deal.
6) If they decline, don’t give up – eventually you’ll manage to close every sale
If you have put all of these steps together correctly, then it should be very difficult for the person to decline your offer without creating an awkward situation. However, if they do decline, then simply try to change the subject as soon as possible so that neither one of you feel uncomfortable anymore. If you continue along the same lines of conversation, then they might feel obliged to tell you why exactly they declined, which could result in further embarrassment or discomfort for both parties involved.
