To close more sales you need to add just one important sales closing skill to your selling process. This selling technique is a final motivator that influences the buyer to take action now and agree to the sale. Use this sales skill and you will increase sales and earn more money.
Think of time when your sale followed a smooth process with no major sales objections that you couldn't answer. You gained agreement throughout the sales presentation and then added a nice closing question. But the buyer still didn't commit to buying from you now. They haven't said no, but they will not give you a yes now. They give you weak reasons why they want to think about it, or call you back. If you start pushing them for a decision now it could become confrontational and you may lose any chance of gaining the business in the future. So what went wrong, where was the mistake, and how do you avoid these vague objections to commitment in the future?
The answer is to include a reason for the buyer to take action in your sales presentation and motivate them to buy from you now. Often the only thing stopping the sale is getting the buyer to take one last step and say yes. The reason it's difficult is that often the buyer has no reason to buy now from you. Unless they have their own reasons for needing your product or services now, there is no urgency for them to sign on the dotted line. So you need to add a sales closing technique to give the buyer that one last push and see the benefits of buying now. You can also use any consequences of not buying now that are linked to your sales proposal. Negative consequences can be a much stronger motivation to take action than positive benefits.
Take some down time and write a list of all the possible reasons that you could give to a buyer that would motivate them to buy from you now. Include negative consequences of putting off the commitment to a sale and think how you can paint pictures of two future scenarios. One should be of the consequences if they don't buy and one of future benefits of taking that small step and making a decision to buy. The most common benefit used in all sales markets is price. It is also the most used negative consequence used to push buyers into buying. This is when there is a price offered but only if the prospect buys today. Many sales people, and marketing adverts, use a believable reason why the buyer will save money by signing on the dotted line now. Spare capacity on vehicles or workload, a bulk buy of limited stock, or an imminent change that will raise the price in the near future.
Your motivator to buy now doesn't have to be price. It can be any benefit you like, as long as it's a benefit for the buyer, not just you. The bigger the benefit the more it will motivate them to agree the sale. The motivator can be any consequence that the prospect may suffer if they don't sign today. The more believable you make your reasons for the buyer to take action the more effective they will be. Take some time to invest in yourself and add this final sales closing technique to your sales skills. You will close more sales, grow your business sales, and earn more money.
I'm Stephen Craine, I'm a working sales manager and sales trainer. Sales closing skills are a personal favorite of mine and I enjoy seeing the results of good sales closing skills training with my sales teams. You can see the course I use to help my teams close more sales at How to close a sale. I look around the world for effective sales training on all aspects of selling. I use the best techniques with my team and I to share the information on my website which you can visit at http://www.sales-training-sales-tips.com.
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