Closing a sale is an essential part of any business or trade. However, it can be challenging to know how to close a deal successfully. I have shared five tips for closing a sale that are specific to trades and business professionals. We'll also provide some additional strategies for asking for the sale and creating urgency.
1. Look at Your Data:
To improve your sales performance, it's essential to know your current success rate. Review your sales data and identify your strengths and weaknesses. Break down the sales process into its individual parts and determine which areas you excel in and which ones need improvement.
For example, ask yourself:
• Are you quick to respond to an inquiry? (or do you wait until you feel you have time)
• Do you focus on building rapport with a customer asking them about their business/home or family life? Or do you just focus on measuring and quoting or scoping your task?
• Do you listen, ask and respond to questions? Or do you overwhelm them with knowledge they haven’t asked for and don’t understand?
• Do you do your follow up quote within 24 hours? Or even on the day?
• Does your quote look professional- does it explain the process, resources and logic or is it just a price with no supporting information?
• Have you ever checked your proposal and quote compared to a competitor proposal?
• Do you manage all of these steps- then struggle to ask for the sale?
• Do you get people keen but struggle to drive urgency to confirm and close a sale?
Know Your Customer:
Before you make a sales pitch, take the time to learn about your customer's needs and interests. Tailor your pitch to address those needs and make a connection with your customer. Highlight the benefits of your product or service and be prepared to address any objections or concerns.
Follow Up:
After you've made your pitch, follow up with your customer to see if they have any further questions or concerns. This shows that you care about their needs and are committed to providing excellent customer service.
Send Your Proposal Quote Quickly:
It's important to send your proposal quote in a timely manner. Aim to do this within 24 hours of meeting with your client. This shows that you're professional and reliable.
Ask for the Sale:
To close a deal successfully, you need to ask for the sale. This means actively seeking a commitment from your customer to purchase your product or service. Here are three questions you can ask to ask for the sale:
"Are you ready to move forward with this purchase today?"
"Would you like me to reserve this product/service for you?"
"Can I help you with anything else to make this decision easier for you?"
Additionally, here are three statements you can make to create urgency:
"This offer is only available for a limited time."
"We have limited inventory, so act fast before it's gone."
"If you sign up now, you'll receive this exclusive bonus."
By following these five tips and strategies, you can increase your chances of closing a sale and building a relationship with your customer. Remember that sales is a process that includes everything from answering the phone to following up after the sale. By understanding your strengths and weaknesses, you can work to improve your performance and close more deals.
In conclusion, closing a sale is an essential part of any business or trade. By focusing on the customer's needs, following up, and asking for the sale, you can improve your sales performance and create satisfied customers.