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The business world has evolved significantly over recent years to say the least, though one thing that has remained constant is the need for effective sales techniques in order to close any important deal. Of course, it goes without saying that you’ll not exactly get away with the kind of cold and sterile door-to-door approaches rife in the 80s for example, but this doesn’t meant there aren’t still some hugely important guidelines you really should be following.
True, there may be no blueprint for how to successfully close any sale any time, but by keeping the following tips in mind you’re 100% guaranteed to increase the chances of success for both you and your business:
1. Product Knowledge
You’d be forgiven for calling this one a no-brainer, but the number of people who blow some of their biggest opportunities simply due to poor knowledge of their product/service is astonishing. Roughly translated, you need to make sure you know your product inside-out and back-to-front, along with its intended market and how it is relevant.
Cold and robotic approaches to selling may work in some instances, but if looking how to take things to the next level, bring a little humanity and emotion into the affair. Like it or not, we’re all at least partially controlled by our emotions and thus they can have a massive impact on the decision we and our clients make.
3. Focus on Benefits
It is becoming increasingly difficult to rely on bare-bones descriptions of products and services, expecting the client to bite – they’ve usually heard it all before. So, how to close the deal these days relies more on conveying the benefits or overall experience on offer – let them know how their life or that of their buyers will be enriched by the service or product on offer.
4. Accept Rejections
Massively important – knowing how to accept rejection is key to building strong and long-lasting business relationships with extensive client lists. In truth, most deals do not close first time, therefore burning bridges is something that will lead to nobody other than you and your business losing out.
5. Impose Time Limits
This can be a little tricky as while you don’t want to make your prospective client feel you are rushing them, you also don’t want them to think they have all the time in the world to ponder your proposal. Always think of a realistic timeframe for your offer and ensure the client knows how to get in touch with you when they reach their decision.
6. Plan for Success
One perfect example of how to blow a deal even after closing it is to be ill-prepared to get the ball rolling. Or roughly translated, the “Yes” they offer doesn’t actually count for anything – it is the following steps and their urgency that bring home the bacon, so be prepared.
Last but not least, it is also important to learn how to inform the client that they are up against rivals or competition, without at any time allowing this to cross the line into making threats. Even if having to bluff a little, it is important to drop into the conversation the fact that you have other clients to speak to/have spoken to and if this particular deal doesn’t come off, another will gladly take it.
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