- 1 How To İncrease Business?
- 2 Secrets Of Closing The Sale
- 3 4. Stand Out
How To İncrease Business?
Secrets to Increasing and Closing Sales:
- Ask questions and listen
- Show off your full potential
- Assume the sale
- Stand out
- Tell your story visually
- Overcome objections in sales
- Fear not to give away too much in advance
- Understand what motivates your customers to buy
- Push for a decision
- Always survives
As a small business owner, you know that closing a sale is crucial to your growth and success, and many other small business owners are wondering if there is anything specific they can do to raise their close rate.
Secrets Of Closing The Sale
1. Ask questions and listen
Product Specialist Josh Gillespie of PandaDoc says it’s extremely important when qualifying that you make sure to “peel onions” and ask as many relevant questions as are appropriate.
“Often your customer will withhold information from you that they do not think is relevant to the conversation, but the more you know about your perspective and the intricacies of their business, the better chance you have of showing value.” – Josh Gillespie.
The question types matter
You may have heard this before, but when talking to your potential customer, try asking questions as if they have already purchased your product or service. Do not ask them if they would like to buy, but how to pay. Ask if they want to use your product or service at home or in the office.
2. Show Off Your Full Potential
A secret about how to improve sales happens when you share results with your potential customers, it allows them to see how they can grow and scale their operations or satisfy their personal needs; it makes it easier for them to buy what you sell because they see results. This is when customer statements come in handy.
3. Assume The Sale
One of the best kept secrets in closing a sale is to assume that the person on the other hand has already made the decision to buy your product or service. There are a few reasons behind this:
• Depending on your industry, there is a good chance that your customer has already researched your business or product, and to some extent has already decided that they should buy.
• The trust you show by assuming that sales make it easier to build a relationship with your client. When you finish, they do not even know they have been sold.
You may also want to read this article: Best 10 Tips For Your Personal Finances
4. Stand Out
Finding a product or service to solve a problem or fill a need is easier than ever in today’s online world. You can simply search, ask a few friends or look at social media platforms that you trust for comments about the company or product. Because of this, it is important that your message stands out from the rest so that your customer is drawn towards you to address their needs. Getting your prospects to choose you begins with a unique first impression.
• The message should speak to them: what is the pain they are feeling (even though they do not yet know it is their pain)?
• The delivery of your message must be compelling: Make sure the messages you send are actionable.
5. Tell Your Story Visually
Visuals can help your message become actionable. Things like video, whiteboards, pictures or other images show how your perspective problem will be solved with what you are selling. By using images, you create contrast, which can create an urgent feeling that helps you close the sale.
Check out Keap’s Lifecycle Marketing Assessment to determine where your business is among the best performing in the industry.
6. Overcome Objections In Sales
For the experienced sales professional, however, an objection is an option for gold mining.
An objection means that a buyer is engaged. A potential customer is actually considering your business proposal.
Overcoming sales objections is the key to completing the sale. Here are some tips and tricks to help you close.
Objection: “You are too expensive.”
Solution: Continue the conversation.
Competition is usually part of the business. Maybe your product or service is really higher in price than your competitor. But should it stop you? No. So do not let that be the end of the conversation.
Objection: “Give me more.”
Solution: Present facts.
Many customers want the perfect combination of outstanding quality, wonderful service and low prices that all get them on a silver platter. We all know that it is extremely difficult to deliver the lowest possible price, while at the same time achieving the highest quality and the greatest customer service.
Highlight your strengths. Have a clearly articulated reason in your back pocket that clearly explains what makes you better than your competitors. Highlight to your customers what they want to receive and why it is actually so good. In other words, sell the value that your product gives them.
Objection: “Your product does not meet our needs.”
Solution: See things from the client’s perspective.
Empathy is a powerful tool when overcoming a sales objection.
You may be a good seller and you may sweetly talk a prospect of buying once or even twice, but in the end, if your product does not meet people’s needs, they will go elsewhere. Pause to evaluate the mindset of your potential customers.
The most important pickup here is that when you really look through the eyes of your customers, you can customize your approach. You start making points that speak to both their emotions and the logical part of their brains.
Objection: “I do not want to change.”
Solution: Transform the customer’s fearful mindset.
Show the potential buyer that you have a proven track record for concrete success. And give them numbers they can lock onto. Point out your past successes and demonstrate why you are trustworthy and dependable. This approach will go a long way. Facts speak volumes and they are important in overcoming sales objections.
Overcoming sales objections may take practice, but your skills improve over time. Never panic, because it is certainly not necessary to lower your price to get the sale. The simple act of customizing your approach will set you on the path to negating future objections before they even occur.
7. Fear Not To Give Away Too Much In Advance
Sure, you need to be compensated for your time and knowledge. However, far too many business owners, especially those in the professional service industries, do not provide enough training and information in advance. When you provide more information than you are familiar with, you provide your customers and actually draw them closer to your business.
8. Understand What Motivates Your Customers To Buy
Invest time to learn what motivates your customers (or potential customers). Take time to know their needs, challenges, worries and fears. Serve them first so your interests will be served one after the other.
When you learn about your customers, you also invest time in better educating your customers to help move them further down the sales funnel at the same time. People buy because they have little pain or need. Understand your customer’s needs, solve that need, and you have a much better chance of making a sale.
9. Push For A Decision
“Maybe” is a terrible place to be. It’s not good for you, and it’s not good for the customer. You are unsure if the customer is (or ever will be) ready to buy and the customer is waiting for a solution. Once you know that potential customers have enough information to make a decision, you need to push them to make one.
The next time you are in a sales meeting with a lead, do not ask them to buy from you – just ask for a decision. There is a difference. And whatever that decision may be, find a way to serve them.
10. Always Survives
If you want to ensure that customers buy from you again and again and that they tell others about you, handover is critical. That doesn’t mean you have to do something “big” that makes you lose money. It may be something small for you, but maybe big for the customer. Handover can take place in different ways.
- An unexpectedly pleasant experience
- A product that wows
When providing good service to customers, do not think of it as a short-term transaction. Instead, make a long-term investment in your customers and build the opportunity for repeat business.
Customers who are new and old should have the same experience, no matter how big or small your business is. Consistency can be one of the most important elements in service for your customers. If you commit to serving your customers and prospects (in addition to just selling to them), you will not only realize how to increase sales, get repeat business, and happier customers; you will also achieve a less irregular sales process.