When making a sales pitch to your customer, it is important to know when to stop. In this tip Jim tell us how he learned this lesson. He had a client who was ready to make the purchase and he just had to show one more thing. That one more thing cost him the sale.
The website salesloft.com offers four sales closing tips that may help close more deals.
1. Don’t close past the yes. There’s no need to keep explaining things might not be important to them. When they say yes, you stop, and move on to the next step. Don’t talk yourself out of a deal.
2. Find the ROI. Identify the decision maker and present the correct content to the correct decision maker.
3. Don’t start with your total allotment that you have for discounting. Never start out and sell yourself short by busting out your biggest discount upfront, and then being talked back from that.
4. Use the summary close. The easiest way to close a deal is to get the prospect to agree that your solution is the best one for them.
As you can see from those tips, number one is the lesson that Jim learned the hard way. Once he learned that lesson, he found that asking a series of questions can be helpful in making the customer comfortable with the purchase.
A couple of examples of these questions are:
• Ask the customer if they have any concerns and then address each one.
• Check with the client after you make each point to make sure the client is satisfied with each answer. And don’t move on until the client agrees.
In closing, Jim says to always remember the only thing that matters is what matters to the customer.
In celebration of Communications Concepts, Inc. 40 years of being business, CCI’s President and Founder, Jim Lewis, is sharing 40 tips that he has learned throughout the years about how to survive and prosper in business.
We hope that our 40 years of experience in business helps you improve and grow your own business. Subscribe to our social media accounts so you don’t miss our future business tips and videos on a variety of subjects.
Don’t miss the next video tip – “Perseverance Is Key.”