Even when you work with us and have the best leads on the face of the earth is it hard to close sales sometimes! In the seller’s market, we are in right now, it can be hard to close sales. Here are a few tips and tricks that have worked well for me! Handling objections can be tough but we have a whole separate article on that so please give it a look when it comes out. We will go through the following list in great detail:
- Prospect aggressively
- Show you are an expert
- Prove your business
- Value your offer
1. Prospect aggressively
Aggressively might be the wrong word but, it sounded good. Essentially you need to make sure that the people you are talking to want/need and most importantly can afford what you offer! How do you do this? I recommend operating on a two call system, the first call in this system is fully a prospecting call, and should be extremely quick! Ask them qualifying questions to make sure that they fit your needs and you fit theirs. Make sure you emphasize that this is for their benefit because it saves them the time of hearing your pitch. We talk more about this in other article, check it out for tips on prospecting effectively. Trust me you want to make sure you are doing this well to save time!
2. Show you are an expert
Showing that you are an expert is an extremely common theme throughout my recommendations! You need to do everything humanly possible to show that you are good at what you do. But specifically on a sales call, you want to make sure that you are using the right tone and using phrasing that shows that you are educated. Use their industry jargon occasionally, I would suggest that you write a script with like 10 variations! Showing you are an expect comes down to standing out in a competitive market, which we talk about which you should check out to become the best!
3. Prove your business
Prove that your business is a good one! That means BRANDING, yet again we talk about branding. Maybe that means that it is important? People want to feel comfortable, they do not want to be “the first” which means that they will always resort to a name they recognize or have more reviews. It is important to make sure that your prospect has heard of your company before you call if at all possible, trust me that helps! When you get on the phone with these potential clients you want to discuss your brand and the hype around it. This comes down to marketing effectively, we talk about in depth I would recommend checking it out!
4. Value your offer
Last but not least it is important to place a high value on what you offer. Use probing questions to determine their need for your product/service. Get them to define the value of your service before you even tell them the price, if they define it too low then they are not the right client! NOT EVERYONE FITS, it is that simple. No matter how good of a closer you are you cannot land everyone that you talk to. It is not realistic! On the other side when they impose their value on your product you can build off of it and agree with them, they have already said that they think that it is worth the money so you can then move into trying to close them!
I was not going to add this part, but I know a lot of amazing salesmen that have trouble with confidence after being told “no” several times in a row. This can be demoralizing especially when this is a business that you started! It feels extremely personal. Trust me, it is not personal it's just business! Try not to get upset when you cannot close someone, and remind yourself that not everyone is closable no matter what people like “experts” like Grant Cardone say. If you are looking for more great content check out the wolf of wall street's videos!
I hope that this was helpful if you are looking for more sales advice for free. I post a lot of content that should be helpful for you. Check out my social media accounts and my YouTube channel!