Are You A Closer? Answer: You Are Now


What do businesses need to be successful? The answer is a lot of different things. However, one thing which never changes is a large volume of sales. If the company doesn’t shift its products or services, it limits its ability to make money. Sure, there are other ways to turn over cash flow, but they are not as lucrative. This might be a problem if you can’t close a deal. Although a salesperson who struggles closing sounds odd, you are in good company. According to recent stats, up to 44% of people give in after a single follow up. If you want to in the 56%, here’s what you need to do. 

Smooth Out Leads 

There is a reason almost two-fifths of salespeople give up after the first try: hassle. Following leads is a lot of work, and some people don’t have the time or energy. This might appear to be a cop-out, but it sheds light on the lead generation process. Let’s face it; some are worth it, and others are not. You want the sales leads which have a better chance of converting a potential customer. To do that, consider cutting out the people who show no interest in the product. Instead, focus your efforts on the people who need or want to do business. Also, buying leads is a neat and effective trick as the people sort out the wheat from the chaff beforehand. 

Work On Your Pitch 

The idea that a smooth talking charmer could sell a ketchup Popsicle to a woman in white gloves (Tommy Boy movie reference) doesn't have much merit in reality. In truth, you won’t make a sale to a person who has their guard up and their mind closed. Still, these people are few and far between because most consumers are in the market to make a purchase. But, they will make you do all the hard work, which is where your pitch comes into play. The trick is to tailor it to the individual. That way, you can use certain phrases or facts that will stimulate their brain. For instance, safety conscious people want security features while geeks want facts and figures. Also, don’t forget about your final closing statement. Rather than a declaration, make it a question. Then, they have to weigh up the pros and cons and formulate an answer. 

Create A Sense Of Urgency 

If you didn’t know already, high street and online stores make money by forcing a customer’s hand. They know, and now so do you, that people are less likely to buy an item if they have time to think. Why? As a study by Raj Raghunathan and Szu-Chi Huang shows, people make emotional decisions. In their findings, they concluded that emotions win “in all areas” of consumer habits. Therefore, when a customer has less time to make a decision, they rely on their feelings instead of logic. In most cases, this is to the benefit of the seller and not the buyer. As such, time limits and deadlines are important tactics in closing a deal. 

Ultimately, there is more to closing a deal than these three tips. But, if you use the above to your advantage, your skills and the results will improve.

And to use another movie reference, remember your ABC's: Always Be Closing! 





I hope you enjoyed this article about how to become a closer as a sales professional. 

Interested in more articles about growing your sales?

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Published by Michael J Schiemer
Owner of Bootstrap Business
Money - Marketing - Motivation
Digital Marketing | SEO | Social Media
Mike Schiemer Builds Better Business

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