Having the ability to close is perhaps the most important aspect of being a successful salesperson. It is also the most difficult.
To help you get the best success from your sales calls, it can be useful to adopt a strategy proven to get results. Follow this five-step closing system and you will improve your ability to close more sales as well as your overall performance:
1. Strong Introduction
As any industry leading online sales trainer will tell you, the way you introduce your product or service to your prospect or customer can have a huge impact on your ability to close those sales. First, it is important to start with a strong introduction that captures the attention of your audience and engages them right away. As always, it is a good idea to begin by asking them a few questions to help you learn more about their wants and needs; it will also help set a more “interactive” tone for the rest of the conversation.
2. Detailed Preparation
Carrying on from the second point made in Step No. 1, it is critical you know what your prospect or customer wants or needs to move efficiently towards a close. Before you meet with them, create a list of questions that will help you accurately gauge where they are at. Don correctly, these questions will reveal their thoughts and feelings, problems and motivations. If you think you already know the answers to those questions, you should still go ahead and ask them anyway. You never know what could have changed in their lives since the last time you spoke or since you conducted your pre-call research. For example, perhaps their website needs an update?
3. Confident Presentation
The presentation is perhaps the most important part of the closing. It is your time to shine and showcase what your products or services can really do. During this step, make frequent eye contact for that personal connection (yes, that includes when you are on Zoom!) and do not spare any detail regarding how your products or services can benefit them. Make physical copies of your presentation and pass them out (or email them in advance) so everyone has something visual to refer to during the presentation.
4. Handle Objections
It is likely you will encounter potential customers who will turn down even the most useful services or products regardless of how appealing you offer is. It is up to you to anticipate these objections and have well-constructed arguments to counter to them. Obviously, you do not want to be argumentative with a prospect or a customer so, you must be sure to present these counterpoints in a calm, polite manner. You should also be ready for the unexpected. Many top sales coaches and virtual sales trainers recommend rehearsing with a mentor, friend or family member can help you identify any weak spots in your presentation or highlight any objections a prospective buyer may have.
5. Powerful Closing
Having nailed the first four steps, your close will need to be as impactful and powerful as the introduction. Remind your prospect or customer how your product or service will change their lives as well as what a great value it is. Be confident but not arrogant and make sure you follow up after the meeting to show your continued interest.
Closing a sale may seem hit or miss, but when you approach it with a strategy in mind, you can improve your chances of a successful outcome. These five steps will put you on the path to closing more sales and helping your company to grow.