If you’re on the
front line, you don’t need to be reminded of the intense pressure, with daily
and weekly sales targets to reach, and whether your leads are self-generated or
fed to you, your closing needs to be top-notch. After a discussion with a top
closer, we decided to take some notes and provide you with a few tips on how to
improve your closing rate.
- Reading the Prospect – It is essential that you read the
prospect from the very outset, as this will help you choose your strategy; if
you get the feeling that the person has a sense of humour, play to that, a more
serious person requires a similar demeanour, and do listen to what the prospect
has to say. - Arrive Early – Regardless of the location, you should be ready in
good time, which gives you a chance to check your appearance and make sure you
have the paperwork and promotional material you need. - Appearance – First impressions do count and you must be very
particular about how you look, not only for the prospect, but looking good will
help you to feel good about yourself. A sharp business suit, stylish shirt and
tie, bold socks from https://philosockphy.com/ and a pair of expensive leather shoes and
don’t forget accessories, subtle, yet of top quality, and a dab of expensive
cologne. - Pre-Qualify – If a prospect is not ready to commit, you should
not be sitting down with them, and if you get the feeling over the phone that
the prospect is unsure, simply tell them you’ll give them a call in a month or
so. Sitting with a weak prospect will not lead to a sale, and the more this
happens, the less confident you will be, so do pre-qualify to ensure that all
your prospects are ready to make a decision. - Know your Stuff – You should know your product inside out, and using
the information you already have, you can decide which product would best suit
the prospect. Have you already identified a specific need in the prospect? If
not, this should be a priority when you do sit down, as this will help you to
convince the prospect of their need, while making the purchase as convenient as
you can. - Appear Busy – People like to buy from busy people, as this
demonstrates that they are not alone in their desire to purchase your products,
and just like people eat at busy restaurants, they buy from active salespeople.
It might be a full diary, or a call from another customer, these little things
help to build a picture of a busy schedule. If, for example, you have to be
late, call in advance and cite you have yet to complete the paperwork with your
previous appointment, which sends out the right message.
Reviewing your
performance is essential; if you didn’t get the sale, why was that? Define the
reason, which might be that the prospect was not ready to commit, or that they
did not have the need for the product. If this reveals any weaknesses in your
approach, you can correct that.
