With one simple change to your sales closing techniques you can bring out the majority of real sales objections, and smoke screens, at the start of a sales meeting. By making a simple change to the traditional sales process you will only be faced with objections related to your products or service when you try to close the sale. These are objections that you can overcome. Objections to sales that are related to the buyer, or their company, are not in your control and can be very difficult to resolve.
Make more effective use of your sales time because you will know from the start of the meeting whether the buyer can buy from you. Think abut the difference that will make to your sales conversion rate. From the introduction stage of the sales meeting, or even from the sales appointment making call, you will be in a position to decide if you are making the best use of your sales time. Working with the sales teams I manage and train we have developed this sales closing technique in real sales situations, not just in a classroom. These successful sales skills are used by working sales professionals that rely on their results to earn a living and keep their job.
In a traditional sales process the sales person usually starts the meeting with an introduction of themselves, their company, and the reason they are meeting with the prospect. This will be followed by questions to discover the buyer's needs, and then a sales presentation of the features and benefits that meet those needs. Then the sales person tries to close the sale, or gain agreement to the next stage of the process. After all this time and work the seller can then be hit with an objection to the sale that they have no control over, and no way of overcoming. These are sales objections that are related to the buyer or their company.
These objections can be: There are other decision makers. The buying process involves their head office. The company is tied into a contract. Budgets are over spent, and many others that stop the sale dead.
By turning the traditional sales process on its head, and using sales closing techniques at the introduction stage of the meeting, you can bring out the buyer related sales objections. When presenting sales training, on how to close a sale, I focus on gaining the strongest agreement near the start of the sales process, rather than at the usual closing stage, after the sales presentation. At an appropriate point near the start of the meeting explain to the buyer the sales process you would like the meeting to follow. Tell the buyer how you will establish their needs, wants, and desires, and then present the best proposal you can offer. You will then ask them if they are happy with the benefits of the proposal, and if they would like to do business with you.
Present this as a win-win situation. There are great benefits for the buyer. They can relax, and communicate with you freely, because they know you're not going to pounce on the smallest sign of interest, or buying signal, that they may show. Many people you sell to may not be full time buyers. By setting out the agenda you will help them with their buying process. When you do try and close the sale there will be no need for linguistic trickery or manipulative sales techniques. All it requires is a gentle direct question. You will find it easy to ask, and the buyer will appreciate your directness and honesty.
Setting the sales meeting agenda is the important point on which you want to gain their agreement. You are asking, if they like what they see, are they are in a position to buy from you, or to agree to the next stage of the buying process.
The strength of your agreement gaining question will vary depending upon the type of sales you are making. You can use stronger agreement gaining question with a one-time sale to a customer you will never see again than. With a repeat business prospect ,that you want to build a relationship with, you will be more tactful. Assessing the strength and directness of the closing techniques you use is a sales skill that comes with experience, practice and good sales training.
You've seen how to close a sale at the start of a sales meeting. If the buyer raises an objection to the sale, a reason why they can't do business with you, you can now make a decision on whether it is good use of your time to continue with the meeting.
Once you have gained their agreement to the sales process you know that the objections, which may arise when you try and close the sale, will be related to the sales presentation you have given. These are objections you are more likely to be able to answer or resolve with your sales skills.
Closing a sale by gaining agreement near the start of the meeting requires confidence. Like all change it may be uncomfortable at first, but the results make it very worth while becoming competent at using this sales closing technique. Once you've mastered this sales skill imagine what else you can add to it.
For more information on sales training focused on How to Close a Sale go to http://www.sales-training-sales-tips.com/how-to-close-a-sale.html
Stephen Craine is a working sales manager and trainer for a major UK company. He uses his experience of sales, motivation training, NLP, and personal development coaching to achieve results for himself through the achievements of others in a sales environment.
All the sales training presented here, and on the website, has been tested and proved by working sales people in real sales situations. There are no acronyms, buzz words, or complicated techniques to market training courses. The focus is on practical sales training that achieves results.
Stephen has recently teamed up with a successful clinical hypnotherapist in Manchester uk to offer sales and career coaching to private clients and small businesses. Combining the power of hypnosis to make personal changes and overcome obstacles, with the practical experience of a professional sales coach, offers a unique training resource.
The aim is to help anyone looking to increase sales results, develop their career, or prepare for job interviews. The coaching program can also be tailored for small businesses to give them access to resources usually only available to large organisations.
For more free sales training and sales skills information, and to see what else might be of interest to you or your company, visit the website at http://www.sales-training-sales-tips.com
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