Pro Tips for Closing Your Sales Opportunities

Pro Tips for Closing Your Sales OpportunitiesPro Tips for Closing Your Sales OpportunitiesIf you asked a hundred ausverkauf professionals what their best tips forclosing a sale are, you would get a hundred different responses. You would hear the old school crowd preaching the benefits of the assumptive and Colombo closes.The newer breed would claim that a sale is simply the result of the relationship and therapportyou have to build with the customer. While closing techniques are as varied as the schlussverkauf professionals employing them, there are some tried and true tips to effectively close a sale. 01Earn the RightBefore you can expect to close a sale, you must first earn the right to ask for the sale. You earn the right by delivering on your promisesand by following up on customer questions. You earn the right by showing up for appointments on time, prepared and eager to serve the customer. Focus each call on how you can help the customer instead of what you can get from the cus tomer, and you will eventually earn the right to ask for the sale.02Ask for Next StepsAfter any customer call or completed action item, ask the customer what he or she thinks should be the next steps. If they are unsure, make suggestions of next steps that move you closer to a close. Remember that the next step could be to close the sale. Often, inexperienced sales professionals add too many steps before trying to close a sale.03Begin With the End in MindEach step you take in a sales cycle should be leading you towards partnering with your customer. With each customer interaction, remind yourself of where you want to go and focus your efforts on moving in that direction. Without knowing where you are going, you may find yourself taking steps that lead you away from closing the sale. Keep focused on your purpose during each step in the sales process.04Give and ReceiveIn most sales cycles, your customers will ask for something. Whether they ask for information, a lower price, product demonstrations or customer referrals, expect that you will be giving a lot during the sales cycle.A good rule to remember is that you should always ask for something after you give something. For example, if the customer asks for a demonstration, ask for their commitment to move forward to the next steps if the demonstration proves that your product or service will fulfill their need.While it may be better to give than to receive, in the sales world, giving and receiving are both equal players with equal amounts of importance.05Sell More ValueIn a price-sensitive market, the winner is the one who can show mora value than the asking price. Value is determined not by the market but by your customer. Show them that your product or service has more intrinsic value than the price, and the sale is yours.06Under PromiseA mistake that many rookie sales professionals make is to promise something that they cannot deliver. For example, if you are selling a product that requires the item be shi pped, tell the customer when to expect the item and never suggest that you can get it to them sooner than what is realistic. It is better to tell them that delivery will take longer than what it probably will.?07Over DeliverIf you followed tip No. 6, you will have ample opportunity to over deliver. Delivering an item earlier than expected will be seen by most customers as you going above and beyond for them. However, if youve over promised, youve probably set yourself up to under deliver. This creates a diminished sense of value in the customers mind, making it more challenging for you to close the sale.08Be Nice To Your EnemiesYou will have competition in every sale. Competition can come in the form of another company or from the potential of your customer making no decision. If you put down your competition, you immediately put the customer on the defensive. Doing so may cost you the sale. Instead, praise the competition where they are strong and point out where your company outsh ines everyone else.09Prepare and PlanIf youve done your work and have built more perceived value than the price you are asking, its time for you to prepare and to plan for the close. Preparing includes gathering all the information, paperwork, forms, etc. that the customer will need to move forward. Planning means to anticipate any last-minute objections and how you will respond to them.10Close Your MouthThe golden rule in sales is simple After a closing question is asked, the first person who talks loses. In other words, if youve earned the right to ask for a sale, ask for the sale then say nothing. Rookie sales professionals often talk themselves into and out of a sale.Their excitement and nervousness put their mouths on auto-drive, and they often end up either missing a buying signal or, worse yet, keep talking and end up bringing up something that the customer hadnt thought about yet. New thoughts in a closing situation usually result in sales delays.The temptation to talk is gr eat, but once you learn how to resist the temptation and how to close your mouth, your sales closing percentages will increase.