Being able to close a business deal is just as important as starting a business. Learn how to increase your chances of closing your business deals with this article.
Many topics need to be mastered to become successful in sales and improve your chances of closing business deals. Selling is something that you can never learn enough about, and there is always someone teaching a different approach to sales that can increase your success in selling.
"You must build your style catered to your strengths and as well as the customer's interests," said Issa Asad Florida entrepreneur and businessman since 1996. Asad is the CEO of Q Link Wireless, Hello Mobile, and Quadrant Holdings, all located in South Florida. He is also the author of 4 e-commerce and marketing e-books that can be purchased on Amazon.
Some rules in sales are universal, no matter the person or type of sales they are involved in. In this article, you will learn four tips that will increase the chances of closing a business deal that anyone can put into use and see positive results.
1. Overcoming Objections
When preparing to give a sales pitch, you must analyze and think of the possible objections the customer might have throughout your presentation. This allows you to create the perfect responses to disarm any potential objections while remaining calm and confident. If you are caught off-guard by a response from a customer, you may become flustered and have a hard time giving a convincing answer.
By setting up a list of potential objections for each topic in your presentation, you can smoothly transition throughout the sales presentation overcoming any possible objections. One great way to receive a variety of possible objections to your sales pitch is to speak to your sales team. By giving the sales presentation to your sales team, they can provide possible objections that may come up during the pitch. This will give you different points of view, making you more prepared when meeting face-to-face with a customer.
2. Closing
When you have wrapped up your sales pitch, you want to speak to the customers with a sense of urgency on making the deal. Urgency will push them into making the decision quickly and furthering your chances of closing the deal. Closing is one of the most critical parts of the whole selling process, and this is where your customers turn into buyers. Everything that you have done and said during the sales pitch leads up to the closing process, which means you must be persistent and have a sharp mind.
In the end, the closing process is benefiting your customers the most. It is your job to help them make the right decision to buy your products or services. You are providing a solution to the customer's problem, and you want them to realize that your business will put an end to a particular problem they are having.
3. Following Up
Did you know that 80% of all sales take five follow-ups to close? The overwhelming majority of salespeople (92%) do not follow-up five times with a potential customer. What is even worse is, 44% of all salespeople give up after only the first contact. This topic separates many of the successful salesmen from the unsuccessful. Following up with customers is a crucial part of closing business deals. You may not close a business deal during the first meeting, but following up with potential prospects has been proven to lead to an increase in successful business deals closed.
Some ways to avoid coming across as annoying in your follow-up emails or calls is to make it easy for the prospect to respond. Your subject receives lots of emails per day, and they will not take the time to read through a wall of text to find the action you want them to take. Another way to avoid annoyance is to be respectful of the person's time, and this can be done by spacing out the amount of time between follow-ups. You do not want to come across as spamming the person.
4. Being Genuine and Building Rapport
When giving a sales pitch, you want to build rapport with a customer and start to relate to them on a personal level. Speaking only of business matters can lead to being seen as fake through the eyes of the customer. Customers want someone who seems trustworthy and authentic, which may turn away potential business deals. It is ok to be prepared with possible objection responses and questions the customer may have, but you must seem like you care about the customer's interests as well.
Some ways to build rapport with a customer is finding common ground on things you both enjoy, showing real interest in what the customer has to say about their personal life and to act like yourself. You may feel like you need to create a salesman persona that you use when giving sales pitches, but this can be seen through easily. You will never have a hard time keeping up an act of being yourself.
