There truly is an art, and a skill to closing a sale with a prospective customer. Often, the tools needed are not taught to new sale representative, and they must learn by trial and error, which can lead to a marked decrease in successful sales. The difference between a good sales experience and a bad one can mean all the difference. If you want the experience that you provide your prospective client to be beneficial to both of you, start with these very simple tips.
One of the most important things to remember when trying to close a sale is that you are entering into a relationship with another person, and getting the right information is essential. Take the time to answer questions. A cable installation person who takes the time to listen to the type of television shows that a person watches can offer a better package, and therefore make the deal. However, if that same cable installation person chose to stick to his script, chances are the prospective client will feel slighted and less likely to agree to a sale.
Second, it is important to be respectful to your prospective client. Remember, you are moments away from convincing this person that investing in your business, as a customer is a smart idea. Because of this, it is important that you pay attention to the small, but important details, such as the correct spelling of their name, and giving them ample opportunities to ask questions. Do not be afraid to take your time and go over information more than once; you want to be sure that your customer is comfortable with the purchase. The last thing you need is an upset customer returning to your establishment, claiming that he was sold the wrong product for his needs.
Another aspect to consider is how much detail you are providing the client. Often a salesperson makes the mistake of overloading the potential client with too much information at one time. While it is important to make sure your client is properly informed of the features you can offer, be sure to only highlight the traits that will truly benefit them. For example, if your client is interested in having a faster Internet, but doesn’t own a television, it’s best to highlight the fast download speeds, and skip the fabulous high definition picture.
The next time you present an idea to your potential client, keep these simple tips in mind. Treat them with respect, answer their questions truthfully, and tailor your presentation to their needs alone. Once you master that, you’ll master the art of closing the sale.