The fear of closing. All of us have struggled at times with this. After all, we are human and do not like rejection.
First of all, did you realize that there are many levels of selling? There may be many product features and benefits and you want to find the ones that are important to your client.
Once you have uncovered the client's needs, which I will address in the near future, you have a list of needs for the client. All of these needs have various weights as to their importance. Use a scale of 0 to 10, with zero being not applicable, 1 as least important up to 10, the most important. For example, price may be at a weight of, say, 7, since the client values quality as number one, so we will give quality a 10. You have to be cagey about this since clients like to be conversational and not analytical, for the most part.
Then you relate your product and/or service relative to their needs starting with the most important working to the least important. Using the example, you state how your product and/or service has superior quality to the competition. This is tricky since you "don't want to call their baby ugly". I usually state my product is DIFFERENT from the one your using because of...then I ask if they would find that to be important to them. If they say no, state that you were under the impression that quality was extremely important to them. Then ask, "Is there something I am missing?" Then shut up and listen. Sales reps can oversell, especially new reps.
The object is to understand your customer. Think of it like going up a set of steps. You gain agreement that your product and/or service meets their needs for each of these qualities your client finds important. Whether you know it or not, you are closing. You are getting them to say "yes".
Once you have gone through this process, you are now ready for the BIG CLOSE. Now, if you used this method, closing should come naturally since you are providing something that will solve your customer's/client's problem. Ask for the order. You can say something like, "We have discussed various benefits of my company's product and/or service" (state the name of the product and/or service), You have agreed that you find it meets your needs and would be a good fit for you. How about you place an order?"
HA! I broke a rule! I didn't ask, would you like delivery Monday or Tuesday (a closed-ended, fixed choice question). By asking the question, "How about you place an order?", I am also going to find out if the client/customer has any reservations that I have not uncovered.
Once I find out what they are, I handle the objection and close again. Selling is an art so I cannot put these scenarios in a little box for you to say, "Oh I get it." It takes practice and --- mistakes.
But if you keep the client in mind and NOT your commissions, it will always be "win-win". You will be appreciated for the professional and GOOD person that you are. Selling has many rewards besides money. It's a good feeling knowing that you helped someone.
First of all, did you realize that there are many levels of selling? There may be many product features and benefits and you want to find the ones that are important to your client.
Once you have uncovered the client's needs, which I will address in the near future, you have a list of needs for the client. All of these needs have various weights as to their importance. Use a scale of 0 to 10, with zero being not applicable, 1 as least important up to 10, the most important. For example, price may be at a weight of, say, 7, since the client values quality as number one, so we will give quality a 10. You have to be cagey about this since clients like to be conversational and not analytical, for the most part.
Then you relate your product and/or service relative to their needs starting with the most important working to the least important. Using the example, you state how your product and/or service has superior quality to the competition. This is tricky since you "don't want to call their baby ugly". I usually state my product is DIFFERENT from the one your using because of...then I ask if they would find that to be important to them. If they say no, state that you were under the impression that quality was extremely important to them. Then ask, "Is there something I am missing?" Then shut up and listen. Sales reps can oversell, especially new reps.
The object is to understand your customer. Think of it like going up a set of steps. You gain agreement that your product and/or service meets their needs for each of these qualities your client finds important. Whether you know it or not, you are closing. You are getting them to say "yes".
Once you have gone through this process, you are now ready for the BIG CLOSE. Now, if you used this method, closing should come naturally since you are providing something that will solve your customer's/client's problem. Ask for the order. You can say something like, "We have discussed various benefits of my company's product and/or service" (state the name of the product and/or service), You have agreed that you find it meets your needs and would be a good fit for you. How about you place an order?"
HA! I broke a rule! I didn't ask, would you like delivery Monday or Tuesday (a closed-ended, fixed choice question). By asking the question, "How about you place an order?", I am also going to find out if the client/customer has any reservations that I have not uncovered.
Once I find out what they are, I handle the objection and close again. Selling is an art so I cannot put these scenarios in a little box for you to say, "Oh I get it." It takes practice and --- mistakes.
But if you keep the client in mind and NOT your commissions, it will always be "win-win". You will be appreciated for the professional and GOOD person that you are. Selling has many rewards besides money. It's a good feeling knowing that you helped someone.
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