5 Tips To Remember When You Develop A Sales Strategy
The world of sales is competitive and sometimes you have to fight for that gold medal…
One of the most important goals of any business is to develop a sales strategy that actually helps to get more sales. However, success in this area doesn’t come easily. Instead, many businesses find themselves struggling to close the deal and remain on top of their industry.
If you have found your business in this predicament, there are some things you can do to turn it around. Here are a few tips to help you develop a strategy to close more deals.
Make sure you put them into action in order to better your business.
1) Develop a Sense of Urgency
The first thing you should start with when attempting to close a sale is to create a sense of urgency. The client or customer you are attempting to sell to should feel as though they will miss out on something special if they don’t decide to close the deal today.
There are a few things you can do to create this type of situation. For example, setting up a special price for a limited time, may help spur your customer to make a decision. Offering better requirements for financing or providing a service agreement may peak their attention.
2) Minimize what you Say
One mistake that many sales people make is talking too much while they are attempting to make the sale. This is especially true of sales people who are fresh in the business. Instead, create a convincing speech with as little talk as possible.
By avoiding talking, you will show that you are not a pushy sales person. The customer will then have the leisure of getting to know your product or service for themselves rather than being distracted by what you have to say. Remember, if you continue to talk after you have made your offer, you are more likely to talk yourself out of the sale than to close it.
3) Know your Product
You should also make sure that you know your product, and know it well. Your customer is likely to have quite a few questions about the product and you will need to make sure you have the answers for them. If you are not familiar enough with the product, this could reflect poorly on the product itself and make the customer hesitant to buy it.
By being knowledgeable, you are much more likely to make the sale. Also, when questions come via email, text, or voicemail, you are better off answering the question as quickly as possible. If you can, try to return the customer’s call within a few minutes. This has been shown to increase the chance a salesperson has of winning the sale.
4) Learn to Overcome Any Objections to the Sale
In selling, the major obstacle that you must overcome is objections that keep customers from buying and keep you from selling. You must learn the common objections to buying and how to overcome them.
Watch this quick video on the subject where I outline 9 common objections and how you can overcome them.
5) Ask a Final Time
While the buyer is making up their mind, you should always stay with them. When you leave them in the process of their decision, this makes them doubt the product and make them more hesitant to buy it.
Instead, attempt to stay with them as much as possible, which will help show that you are confident in the product and knowledgeable about it.
If they do say no to the sale, don’t give up immediately.
Instead, attempt to continue discussing the product with them so you can ask them for the sale again before they leave. Before you completely leave the negotiation table after a customer says they don’t want to close the deal, make sure you ask one final time. Naturally, you don’t want to ask the same question multiple times, but asking in a different manner is highly effective.
Close The Sale
These are a few ways you can improve your chances of making the sale. Building them into your business strategy will help you to have a higher success rate when making sales, which will ultimately raise the income of your company. They are definitely things to consider while you are building your sales strategy.
Fortunately, if you’re having trouble closing sales, I have a battlecard of 23 different closing techniques that you can use during all of your sales presentations. Click the button on the banner below to get yours for free.
About Brian Tracy — Brian is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined. You can follow him on Google+, Twitter, Facebook, Pinterest, Linkedin and Youtube.