If you can’t close sales, your small business will suffer. Unfortunately, closing is a lot more difficult than it sounds It takes more than a sliver tongue to get things done. Here are a few reasons why customers are slipping out of your grasp:
Money Makes You Stutter
Despite the exchange of money for goods and services being a core part of running a business, many small business owners can stumble when talk goes there. Often there’s no problem when the customer doesn’t mind the price, but you’re going to run into hagglers at some point. You and your team must be ready for that conversation.
Don’t pressure them into anything. Give them the price, and let them mull it over. More often than not, they’re thinking how they can afford your offer. Let them do that. Work with them once they start talking. Just answer their questions and relax It’s more up to them than you.
Trash Talking the Competition
One of the biggest mistakes salespeople make is to think that making others look worse makes their product more appealing. Not only is that untrue, it creates new problems. Trash talk makes your small business look insecure.
In fact, you’ll lose some customers immediately because they’re uncomfortable with your negativity. Bashing the competition also doesn’t mean your product can do better, and most customers know that. Stick to talking about your offer. Leave other companies out of it.
Selling a product is simple, but it isn’t easy. Listen to the consumers. Tell them how your small business can help them. Focus on your pitch and leave the competition out of it. It’ll take some practice, but you’ll improve in no time.
What is it that makes few e-commerce ventures wildly successful, while others attract lookers only? Organization, location and advertising all play a part, but there is one ingredient that can make the biggest difference, and that is to create an aura of “Everything Is Negotiable!”
Are you intimidated by the bargaining process? Do you feel uncomfortable quibbling over the price of your used stuff? Relax: Bargaining is a casual affair, and does not require the intense haggling of the foreign market. Learn these bargaining tips for your next yard sale.
Learn the nuances of bargaining
Bargaining is like a game, so to become comfortable with it, you need to know how to play. Assuming you have set prices on your items, the bargaining begins when a buyer makes an offer. If you are happy with the offer, take it. If not, counter offer until you reach an agreement.
Keep in mind that experienced hagglers will make their initial offer lower than they think the item is worth, expecting the seller to come back with a price somewhere in between. The seller may then state a price closer to the original, and the counter offers go back and forth, inching gradually toward a middle ground, until each party feels a fair price has been reached.
Bargaining is rarely so complicated. If you feel the offered price is too low, you can counter with your ‘best price”. The amount you are willing to lower the price depends on the value and condition of the Item. Is It damaged? Is it a rare item? Are you desperate to get rid of it? Show a little flexibility, but remember you can always say no.
And a way to bargain that makes you feel comfortable. If you hate to make bargaining decisions on the spot, set up at least one other way for shoppers to feel like they are getting a deal. Make a sign announcing you will lower prices during the last few hours or second half of the last day of the sale.
Mark prices slightly higher than what you feel Is the fair price. You may turn away a few shoppers who feel equally intimidated by bargaining, so this is a risky method. Use a best offer system for valuable items. Record names and phone numbers for contacting the winning buyer at the end of the sale.
Evaluate your goods
Sales are a good way to get rid of unwanted items, but not so good at getting a great price for your valuables Decide ahead of time which items you’ll remain firm on, or come down in price. You don’t have to let everything go dirt cheap.
Research the true selling price of your more valuable items so you won’t feel taken at the end of the day. Keep in mind that shoppers expect to pay less in the yard sale market than they would on e Bay or in a thrift store.
Let someone else do the bargaining.
Anyone can strike a bargain, but it takes a salesperson at heart to make a good deal. If you just can’t find your inner haggler, ask a skilled spouse or friend to do so. Discuss beforehand how much you are willing to lower prices on the more valuable items, and stay close for consultations.
Once you learn that you can bargain in a way that suits your personality, it becomes natural, fun, and a handy skill to own sales. If you keep it lighthearted and honest, everyone feels like a winner. When in business, whether small or startup or well-established, you need to close.
Closing is something that isn’t just done in a pitch. You’ll need to close many important conversations, such as when convincing a star employee or partner to join you and your company. To do so, you must learn some of the best practices required to make outstanding pitches and compelling points.
Talk to Them
Monologues can be practiced, making delivery a lot easier. The problem is that It’s not a conversation. When you’re talking, whether it’s to a room or to a single customer, you must remember to involve them in the discussion. Don’t end with statements, end with questions Ask them about their feelings and thoughts. Their answers will serve as feedback, which will tell you how to angle the rest of the conversation to best suit your needs.
Make it Fast
The longer the conversation becomes, the more likely It Is that someone will lose interest In it. It’s not necessarily because the topic Is boring, it’s because there’s always something tugging at their attention. So no matter who you’re talking to, it’s best to keep it short and fast. Introduce the needed concepts, such as the need for what you’re selling, and shift straight to a pitch.
It’s only natural to get excited about what you’re talking about and fill the conversation with as many details as possible, but you don’t need to tell them everything. If you do it right, they’ll ask for more information. Focus on what matters to them, and leave the rest for another day.
Let the Conversation Drift
When the conversation threatens to get sidetracked, it might be tempting to wrestle things back on course. Unfortunately, that’s often the wrong move. The more you force It towards your agenda, the more disinterested someone often becomes. Letting things get sidetracked Is not only safer for you, It’s also a prime opportunity to get into someone’s head.
Most people don’t get sidetracked out of the blue. There’s something on their mind, and they may subconsciously want to vocalize it. Letting them do that gives you a peek into their thought process, which allows you further tailor the rest of the discussion.
Present a Narrative
A vocal list of your product’s benefits is a great way to bore someone and win a perfectly good conversation. Instead of doing that, you can frame the product or pitch with a story. Tell them about someone who benefited from Joining you, or how your product solved a lot of problems for a user. While you’re still fundamentally discussing the product, you’re doing so in a way that’s compelling, Interesting, and most importantly, grounded. It’s not just theory when It’s in a story.
Solve a Problem
The best way to dose a conversation is to focus on solving a problem. You stop being a salesman at that point and become someone’s friend. Spend the first part of the conversation figuring out what their problems and concems are, and the next part sorting out how you can help solve that problem.
Cut out everything that isn’t relevant to present company, and focus on features and benefits that will help the listener. The more irrelevant your discussion seems, the more likely you are to ruin the conversation.
Closing in every conversation is more than being prepared. It’s about making dosing a part of who you are. It will take time and practice, but your company will be better off for it.
Winning Prospect In 5 minutes or less
In sales, the art of rapport is crucial to closing more deals. Rapport is about establishing common ground with your prospect. Done fir, rapport can direct your prospect’s focus to the things that you both share in common, making them like you, trust you, and feel like you’re their friend.
When a prospect feels this way toward you, they’re much more likely to buy from you. However, most salespeople don’t build rapport effectively and therefore don’t earn as much money as they could. As a result, their finances continue to dwindle and so do the other areas of their life.
Salespeople who can build rapport have an almost magical advantage over every single one of their competitors. They have the ability to conned deeply with their prospects and sell more products and services in less time.
Rapport is a powerful tool when used correctly. But in order to do so, you first need to avoid these two major mistakes that many frustrated salespeople fall into.
Skipping rapport altogether
Most salespeople avoid building rapport because they don’t know what to say. They feel that they have nothing In common with their prospect. They’re afraid of looking or sounding stupid and killing the sale.
Of course, by not building rapport, it’s almost impossible to influence someone. If your customer doesn’t feel connected to you, they will almost never buy from you. The trick to avoiding this mistake is covered in detail further down in this guide and its simplicity and ease of implementation might shock you.
Spending too much time on rapport
This mistake is made by salespeople who don’t know when (or how) to transition from the rapport-building stage into the next step of their sales process As a result, they often watch hopelessly as their conversation with their prospect veers impossibly off-course and away from any opportunity to move the deal forward, much less close.
Traits of Superstar Salespeople
Anyone can be a salesperson, given enough work. However, a snail business or a startup cannot rely on mere average salespeople. You will have trouble breaking into the market, regardless of how smart your ideas or offerings are. A strong team of sales professionals can help tremendously, turning maybes into conversions The problem you face is finding them.
A great salesperson is more than someone who talks to clients well. They adjust their pitch to match the customer’s needs and pay attention to every little detail to make sure their adjustments are as perfect as possible. Before every meeting they practice their notes and their proposal. When other salespeople go to bed, they stay up making sure everything is in order. Nothing surprises them because they’re ready for everything.
The salespeople you’re looking for are fundamentally optimists They believe that things will work out, and they’ll stay emotionally stable no matter how bad deals are behind them. However, you want them to be realistic. They don’t think things will work out no matter what, they believe that they have the power to make things better. At every juncture, they consider how things can go wrong and what they can do to keep things afloat. They handle problems In the bud before things can spiral out of control Instead of closing their eyes and pretending the dice will Sways roll their way.
While it’s your job to make sure your snail business’s employees are driven, It’s not always down to you. You want your sales professionals to be internally motivated. They want to achieve as much as they can, and they’re not always looking at the money. Great salespeople want to become superlatives. They want to be the best at what they do, which means they’ll never stop chasing sales and pushing numbers. This kind of self-motivation Is not only good for your startup, It also lets you focus on things besides keeping morale up.
Dependable and Loyal
Salespeople have a bad rap. Many cautious consumers remember at least one who’s tried to swindle them out of their money. Most people, when they think of sales folk, imagine people with silver tongues and a mouth full of doublespeak. While shiftier people do exist, It’s not what fantastic salespeople have. They want the best for both their company and their customers. They want to solve problems. The money is Just a byproduct. Matching a customer with the right sales is the goal.
Steady and Unflappable
Sales Isn’t easy. A person could go through a week of nothing but rejections and deals that don’t work out no matter how good a salesperson he Is What separates the amazing from the average is that they don’t let those bad things get them down. Nothing fazes them.
They look at their mistakes, they learn, and come back stronger, smarter, and more convincing than ever. They’re mentally tough. At every failure they think that they can do better. Small businesses and startups often live and die on the backs of their salespeople. If the company can’t sell the product, it can’t make money. Hiring the right people Is on you.
Tailoring Your Sales Practices to Different Types of Personalities
Sales prospects, like all people, have different personalities and what works for one could fall miserably for another. While human beings are complex and don’t always fit neatly Into a personality profile, educating yourself about the four personality types described below can increase your percentage of dosed sales.
Amiable Personality Type
An amiable person values close relationships and won’t do business with you unless they can trust you. This personality type feels energized by new possibilities, yet he or the doesn’t always take the time to research a product before meeting with a sales representative. One of your best sales techniques for working with an amiable personality is preparing to walk them through the entire process.
Expect the time from initial meeting to closing to go slower than usual with this type. They make decisions deliberately and seek input from multiple team members first. Take the time to build rapport and help them to create a vision their company could achieve with the help of your product.
Analytic Personality Type
Analytic people respond to facts, figures, and data. This person will likely have spent a lot of time researching you, your company, and your product before the first meeting. You can expect many detailed questions from an analytic prospect. They are cautious and logical, yet secure once they decide to make a purchase. Although analytic people stick to deadlines, they also take the time to understand all options available to them.
It can be hard to read an analytic person because they’re not very expressive. They tend to be serious and formal and don’t appreciate over-exaggerated claims or people they have just met being overly friendly with them. Stick to the facts and provide as much detailed information as possible, even when they don’t ask for it.
Assertive Personality Type
This personality type can’t stand when people speak in vague terms. As a salesperson, you just need to get to the point. They make decisions quickly and care deeply about their own bottom line. Assertiveness speak confidently by making declarative statements rather than asking questions. Speaking loudly is another common character trait to expect. This person seems to be always moving and demands Immediate results. They also do their best work independently.
To sell to someone with an assertive personality, it’s important to speak to their competitive nature. Arrive at the meeting prepared to demonstrate how your product will put them ahead of other businesses in the same industry. You also need to show your assertive sales prospect how the product will solve specific problems. They’re not impressed by cutting-edge features. You must effectively answer the question ‘What’s in it for me?”.
Expressive Personality Type
Relationships are as important to an expressive person as they are to an amiable one. Expressive personality types care how their actions affect others around them. Part of an effective sales strategy plan with this type is understanding that they usually operate as part of a team. They’re outgoing and spontaneous and place high value on loyalty and respect. Never make a commitment or promise to this type that you can’t follow through on, as it will probably end your professional relationship.
An expressive needs to know that you’re looking out for his or her best interests, not your own. They rely heavily on their intuition about people. That means making a good first impression is vitally important. Make sure you’re prepared to demonstrate how your product has improved otter customers’ lives for the better and that your company is firmly committed to exceptional customer service.
Knowing your own personality type and listening for or reading important clues during your first contact with a prospect enables you to tailor your sales approach when you meet in person.
Thanks for reading. Stay Motivated, Always 🎉