As a small business owner, the ability to close deals is absolutely critical to the growth and success of your business. While there are no miracle answers on how to close on every deal, there are tips of the trade that can help your business be more successful and hopefully grow at a rate that is acceptable and doable.
First make sure that you are asking the right questions and listening to your customer. Sometimes people will withhold information that they don’t think is necessary or important to share. But the more you know about your customer and their needs, the better you can assist them. So knowing the right kind of questions to ask if very important. When speaking to a potential customer, ask questions as if they have already purchased your product. Ask where your product will be used, instead of if they purchase it. Assuming you have already closed on the deal is a trade secret of salesmen. When you show confidence in your sale with a customer, it makes it easier to build a relationship with that customer.
Share results of current customers with potential customers. This will allow them to see how your product can help them and satisfy their needs. If someone is able to see or even experience the results first, it will help close on the deal.
You need to stand out. There are many products out on the market that can satisfy people’s needs. What is it about your product that is different? It is important that your message is different from the rests. You want people’s attention drawn to you product, so make sure that your sales pitch stands out. You want your message to speak to them directly. And you need to make sure that your message is compelling and that they will want to take action and purchase your product.
It is important to understand what is going to motivate your customer to purchase your product. It is wort your time to learn what the motivating factor is in getting your customers to complete a purchase. Take the time to understand their needs, challenges, fears and concerns. As you learn about your customers, you will be able to better serve them now and in the future.
Sometimes it may be necessary to push for a decision. Maybe is such a go to, standard answer. And it is quite possibly the worse answer. It’s not a good place to be in as a sales person, and it’s not a good place to be in for the customer. When you are confident that you have shared enough information that allows the customer to make a decision, you might have to push them to actually make it.
If you want to make sure that your customers will keep coming back to you time and time again, you should always over deliver. Over delivering can be accomplished with having a product that wows, or leaving them with an unexpected pleasant experience. Make sure you are viewing your customers as a long term investment. You want to make sure that they come back for all of their future needs. Customers new and old should all receive the same kind of experience. Make sure you commit to serving the needs of your customers. This will help you boost sales, have happier customers and get your customers to keep coming back.
