Sales is the ultimate test for any business. It is where the actual revenue comes in that will determine the survival of enterprize. However good your reputation, cutting edge your technology, brilliant your management team, unless all of this converts into actual sales, it doesn’t matter. Lackluster sales numbers will definitively mean a crisis while good sales numbers are directly correlated with the growth of the business.
So what can you do to better these numbers and to ensure that you close the sale every time?
- Identify the decision maker
Many times people send their subordinates to gather the initial information. Instead of wasting your time trying to woo them, it is better to identify who is in charge of making the actual decision to buy and try to get time with them. Because only the decision maker will matter at the time of closure.
- Focus on the outcome for the client
Your ultimate goal might be the sales figures, but that is of no import to your prospect. What matters to them is what difference your product will make in their lives. So instead of highlighting your sales process, sell the outcome of becoming your client. Paint a picture of what value your product/service will add to their life. Sometimes they might need a little help imagining how what you offer will fit in their life. If you can convince them about this, they will definitely close the deal.
Understand your client. Listen to them. Identify their latent needs. A deeper understanding of what they truly care about will help you match your value to their requirement. At times, it could also help you offer a completely new perspective on how the client might benefit by getting what you are selling.
- Reassure with case studies and testimonials
It is but natural that your prospective client will have doubts and questions. It is your job to reassure them with stories of existing consumers. Knowing that others have experienced value addition from your product or service will certainly help in building confidence and make them more amenable to say yes.
- Explain the consequences of inaction
What will happen if they don’t act now? Maybe they will miss out on a good deal. Maybe they will be unable to keep up with the competition. Maybe they will have to spend more money and time later to deal with the consequences. People are usually wired to insure against something negative. Reminding them of what they stand to lose can help connect at an emotional level.
Another thing that can work is a foot-in-the-door policy. Sell in increments. People are more inclined to say yes when they have to commit less. So start with something small. Let them see how you deliver what you promise and maybe some more. They will most likely say yes when you offer something bigger once they know you better.
Do you use any of these tactics? What has worked for you?