Clicky

 
Search

Tricks Of Closing A Sale Quickly


Some years back when I was still green in sales, I dreaded our weekly sales meetings. Every Tuesday morning I would have a shiver stuck in my spine that I could feel in my eyelids. I shattered at the thought of my boss scrutinizing me or worse, beating up on me when I couldn't meet my sales targets. I wished the ground would open up and swallow me. Those were my Terrible Tuesdays.


In retrospect, I wish someone had shared with me the tricks of easily closing a sale, then my life would have been a little more bearable as a newbie sales executive. I had to learn the hard way knowing that failure must teach us or success will not reward us.


Below are strategies that can help you close a sale quickly and easily. Try them!


1. Overcoming sales objections


What are sales objections?


These are issues or concerns that a prospect may have as reasons why they can't or won't buy your product or service.

There are very many sales objections but I will just mention a few here:-


(a)"You are too expensive compared to ABC Ltd your competitor"

(b) "Our budget right now is low"

(c) "We are currently buying from another supplier"

(d) "Is your company new in the market?"

(e) "I'm getting into a meeting, let's talk next week"


A sales objection will give you a reason to know more about your prospect's needs so that you can offer the most suitable solution. You will more often than not come across sales objections in your selling journey and you must be ready to handle them in the right way.


How do you manage sales objections?


- Be a good listener. Listen to understand their concerns, and don't rush to give them an answer before getting the facts right.


"Be prepared, know the common sales objections that many customers present, and make sure you are not caught off-guard."

Sometimes a prospect can throw at you an objection that will leave you shocked and confused, and the way you react will determine how the process will unfold.

- Ask questions to understand why your prospect has the objection. Try to dig a little deeper - but do not be too intrusive - in the hope that the prospect will reveal more information regarding their objections. By asking questions you will be able to get a clearer picture that will help you in overcoming that objection and offering the right solution for the prospect's needs.


- Empathize with your prospect so that s/he feels that you care. This is one way of building trust in your brand and this will work in your favor. Remember that empathizing does not mean you agree with what the prospect is saying, you are only making them feel comfortable as you candidly offer them your solution.


- Time is of the essence, the faster you resolve the objections the better for you. You will need to have the necessary problem-solving skills such as quickly analyzing the objection, communicating effectively, and ultimately making a decision on which answer to give promptly.


2. Qualify sales leads


A sales lead is a person or business that may or may not eventually become a customer. You qualify a lead so that you can determine whether or not it can become a prospect who has the potential to become a customer.


If you do not qualify your leads, you will end up wasting too much time and resources sending emails, scheduling calls, and holding meetings only to realize that the person or business is not interested in your offering.


How to qualify leads


(i) Identify if your product is suitable for this lead and can offer a solution to their needs. Does this lead fit your buyer persona? Measure each lead against your buyer persona characteristics.


(ii) Look at what the lead has been doing on your website. A lead that asks for a quotation or a demo can be qualified as a prospect and should be pursued, as opposed to one that has viewed your videos or read your blog posts.


(iii) Determine the urgency and know how badly or quickly this lead needs your product or service.


(iv) Find out the authority of the person inquiring. Determine whether they are in a position to make decisions. The more authority the hotter the lead.


(v) Do your research and know more about the lead. This will give you a clear guide on whether this lead can move to a prospect or not.


3. Follow a standardized sales process


A sales process is a set of repeatable steps that a salesperson takes a person or business from a lead to a customer. It is a roadmap for the salesperson.


A sales process will help you in the general management of your sales. It will help you focus on the activities that help you close and generate sales. It will help you know which specific actions work for you, saving you time and resources.


Following a sales process will assist you in determining which is a cold lead or a warm lead. Here, you will be able to filter out low potential leads and identify leads that are worth pursuing.


4. Research your competition


"Understanding who your competitors are, where they are, who their customers are, and what they are offering will enable you to handle objections well and offer the right solutions to your prospects."

Knowing your unique selling proposition over your competitors can help you close a sale quickly. It identifies what makes your business the better choice, and why your target clients should choose you over the competition. This will make it easier for you to convince your prospect to buy your product over your competitor's product.


When you are well equipped about your competition, you will feel more confident when engaging with your prospect and more likely to close a sale faster.


5. Closing techniques


You should understand that building to a close is a process, and it involves getting a series of commitments as you work your way through the sales process. There are several closing techniques that you can use that will help you hasten the process.


(a) Suggestion close


After you build a rapport with your prospect, you can throw in a suggestion such as, " Why don't you give my product a try? I suggest we start next week before the rains start."


(b) Option close


This involves giving a prospect strictly two options with an ask to buy. You can ask "Would you like us to deliver the consignment on Saturday or Sunday next week?"


(c) Assumptive close


Here, you assume that the customer has said yes to your offering. If you have taken the prospect through the sales process and identified the need, you, therefore, assume that the product you are offering is best suited to meet the needs of the prospect. You can use words such as, "Since we have seen that this service is better than the competitors..."


(d) Urgency close


You can create a sense of urgency in the prospect. You can say, "Due to the time it takes to integrate this software into your systems, we need to sign this contract as soon as possible."


Conclusion


Do not be like me when I was a newbie in sales and did not know the tricks of closing a sale quickly and easily. If you want to make smart decisions, optimize your sales process, and close more deals.


Would you like to shop for household products at discounted wholesale prices? Then click here.

138 views