Three Tips to Closing the Sale

Three Tips to Closing the Sale

Closing the sale has perhaps never been more important. In a still reeling economy—in which competition is fierce—it’s not enough to develop an extensive list of sales prospects. It’s all about the sale, particularly when it comes to small- to medium-sized businesses.

Are you struggling with how to ramp up your small business sales? Then consider the following three tips to secure your next customer:

  1. Listen to Your Prospect: No two prospects are alike; their needs and purchasing behaviors are unique to them. Thus, before throwing out your typical sales pitch, hear out your lead first. Assume the role of the listener and observer, always remembering that you have a finite amount of time with your prospect before he or she mentally checks out.

  2. Sell the Right Product: Small business sales are down. The word “lay off” is running rampant. So your knee-jerk reaction is to only sell your company’s most expensive offering. However, sales cannot follow a one-size-fits-all model—one in which you try to sell the same product to every lead. Instead, understand what your lead really needs. You might make a fraction of the revenue with the sale, but you are more likely to turn a first-time customer into a loyal brand advocate.

  3. Don’t Force the Close: The phrase “always be closing” is antiquated. Put yourself in your prospect’s shoes. Do you want hear some staged, dramatic close that has probably been repeated 10 times that day? Or do you want the close to come about naturally? Forgo your traditional closing statements with what feels inherently right to you. Keep the conversation flowing and let the close evolve organically.

Closing the sale has perhaps never been more important. In a still reeling economy—in which competition is fierce—it’s not enough to develop an extensive list of sales prospects. It’s all about the sale, particularly when it comes to small- to medium-sized businesses.

Are you struggling with how to ramp up your small business sales? Then consider the following three tips to secure your next customer:

  1. Listen to Your Prospect: No two prospects are alike; their needs and purchasing behaviors are unique to them. Thus, before throwing out your typical sales pitch, hear out your lead first. Assume the role of the listener and observer, always remembering that you have a finite amount of time with your prospect before he or she mentally checks out.

  2. Sell the Right Product: Small business sales are down. The word “lay off” is running rampant. So your knee-jerk reaction is to only sell your company’s most expensive offering. However, sales cannot follow a one-size-fits-all model—one in which you try to sell the same product to every lead. Instead, understand what your lead really needs. You might make a fraction of the revenue with the sale, but you are more likely to turn a first-time customer into a loyal brand advocate.

  3. Don’t Force the Close: The phrase “always be closing” is antiquated. Put yourself in your prospect’s shoes. Do you want hear some staged, dramatic close that has probably been repeated 10 times that day? Or do you want the close to come about naturally? Forgo your traditional closing statements with what feels inherently right to you. Keep the conversation flowing and let the close evolve organically.

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