Have you ever been in a selling situation where you were sure that you had nailed it, only to find that you didn’t close the sale? Let’s face it, we’ve all been there. And in this chapter, I’m going to teach you three critical tips to closing the sale. Check it out.
Tip number one, stop focusing on your product or service right away. This is one of the most common mistakes that I’m seeing sales people make right from the start of an interaction with a prospect. Your prospect doesn’t care about you, or your product or service. What they care about is themselves. So change the focus from what you have to offer, to instead focus on what’s really going on in their world.
Tip number two, really understand the challenges. By understanding the challenges that your prospects are facing, you learn what really motivates them, you learn what’s keeping them up at night, and you learn what they truly care about. And by doing that, you’re going to have a much better and more compelling argument for ultimately making a sale. And the other great side effect of this whole process of really understanding the challenges is that you begin to actually understand whether your prospect is actually qualified in the first place. Because I see so many salespeople spending so much time with unqualified prospects that are never going to do business with them. Ever. Tip number three, present a solution only to solve their challenges and achieve their goals. This may sound obvious yet it is one of the least implemented concepts I see in sales all the time. For example, have you ever been in a selling situation where you could basically closed the sale? It was basically a done deal. And yet, you said oh, by the way, let me show you one other thing that our product or service does. And that was the one other thing that actually caused your problem back to say I you know, I’m not so sure. I really have to think about this sales people love to present everything that their product or service does. But realistically, your prospect only cares about a few things. Focus your presentation, only on what your prospect is looking to accomplish or the challenges that they’re looking to overcome. By focusing only on what your prospect cares about you are going to increase that closing ratio dramatically and you’re going to close a lot more sales..