So you have a good product. And you think you have found the perfect costumer for it. Still, for some reason, you do not seem to be able to close the deal. What exactly could be happening? And how can it be fixed?
It is incredibly frustrating to go through this type of situation. You know that the sale would be beneficial for both parts involved, yet it doesn’t get done. At times like these, it is important to take a step back and reflect on what your next move has to be. Maybe it is a simple detail that will make the whole thing finally work. So here are four things that can help you in closing a sale.
1) Focus on the Customer
Before each conversation, take the time to research your customer. You need the right amount of information about their company if you want to understand how your product is relevant to them. Once you have that knowledge, you are able to put their interests first during the sale process. This will increase the chances of closing the deal.
Show them you are interested in their situation and that you want a deal that is beneficial for them. And even if the circumstances aren’t looking like they are in favour of the sale (due to lack of money, cuts on their budget, wrong timing…), don’t instantly discard the prospect. Treat them as well as you would treat any buyer because you never know if you might cross paths again in the future.
2) Have a Sales Plan
Prepare and plan your sale in advance. Know where you want to get and each step you need to take in order to do it. Gather all the information necessary about your product, about the prospect and about the sales process in general. Be prepared for any questions you might need to answer, as well as any objection your customer might have and how you need to respond to them. Keep your focus on the sale, but don’t obsess about the closing. It is more pleasant for the customer if they don’t feel like you are rushing the process. They are more likely to make a commitment if the negotiation progresses organically.
3) Show the Value of Your Product
Explain why your product is relevant to the prospect. Give them concrete evidence and examples, so that they can understand exactly why they need to buy it. Use your knowledge about the product to help the customer in the area they need assistance. Think beyond this specific sale and be a good information resource for your customer, so that they consider you a valuable advisor.
Don’t make promises that you cannot deliver. Sometimes in the heat of the moment, you end up exaggerating things in order to close the sale. It is simply a bad idea because it will have a negative impact on the customer’s level of satisfaction with your product. So be sincere and don’t oversell. Always focus on the way you can help the customer and not on what you want to get from them. First, you have to show them that the value of your product is bigger than the price you are asking. Only then you have the right to ask for the sale.
4) Have Good Communication
The relationship you have developed with your prospect may be the thing that makes or breaks the sale. Therefore, a good level of communication is key. Whenever you are talking to your potential customer, be clear and confident about what you are selling. Always answer their questions as openly and precisely as possible. This way, they will know that you are a trustworthy seller and that you have their best interest in mind. Also, be positive in all your interactions. Make the negotiation process a pleasant one. If you maintain a light tone and are in a good mood, chances are the prospect will feel more inspired to close the deal.