Top Ten Sales Questions to Close the Deal. 7 Common Sales Mistakes, and How to Avoid Them. 12 Commandments for Closing a Sale. Sales pro Grant Cardone shares his rules for helping small business owners close more deals. Like any game there are rules to selling, especially when it comes to closing a sale. To ensure sales success in your business, whether you're a startup or an established entrepreneur, here are a dozen of my best commandments for sealing the deal. 1.
Remain seated. The saying goes, present the product, service or idea on your feet, but always negotiate from your seat. Even if your prospect stands up, remain seated. Going from a seating position to standing up suggests something has changed and allows your prospect to exit and end the negotiations. 2. 3. Related: How to Tell Your Business Story in 60 Seconds or Less 4. 5. 6.
Related Video: Grant Cardone on Closing a Sale 7. 8. 9. Related: How to Make a Personal Connection with Customers 10. 11. 12. Related Video: Grant Cardone on How to Hire Top Sales Talent Adapted excerpt from The Closer's Survival Guide by Grant Cardone (Cardone Enterprises, 2011). Top 10 Sales Killers. Our expert shares the most common mistakes salespeople make--so you don't get caught making them! Any veteran in business can tell you a story about the one that got away. Veterans who are successful in business today learned valuable lessons from those situations and, hopefully, never repeated them. As challenging as the business of selling might be for some, losing sales is unbelievably easy. Learn from the mistakes of others so you won't have many of the sad stories to tell. Sales Killer #1: Lack of professional appearance. Sales Killer #2: Talking too much. Sales Killer #3: Your vocabulary. Sales Killer #4: Not investing time in building rapport. Sales Killer #5: Lack of a qualification system.
Sales Killer #6: Not knowing when to stop presenting and close the sale. Sales Killer #7: Ego. Sales Killer #8: Not knowing how to close. "If I have the red one you mentioned, do you want to take it with you today or shall I ship it to you? "" Sales Killer #9: Not paying attention to details. 3 Weapons for the True Salesperson - Salesman Tips. I can recognize a salesperson from a mile away. I can also identify a true SALESPERSON from the same distance. What's the difference between a salesperson and a true SALESPERSON (besides all caps)? The former allows prospects to make a decision as to whether to buy.
The latter refuses to accept "no" for an answer. Clearly we cannot force people to buy what we're offering, so what do I mean by this? True salespeople walk in with: A conviction that what they are offering will add immensely to the prospect's personal or business lifeA belief that there is nothing better in the world the prospect can chooseAn absolute determination to communicate--through education and brute force of personality--that they are dead right on points one and two This all relates to the fact that positivity is contagious. Think of the conversations you've had with people who are passionate about an idea, a destination or a device that is unfamiliar to you. Every time I am in a selling position I think: Are you? The Likability Factor. For better or worse, the sales process is not much more than a popularity contest. Do you have what it takes to win?
Do your potential clients like you? Do they perceive you as likable--and I mean really likable? If they don't, none of the rest of your efforts to establish yourself as the answer to their problems will matter. When you get right down to it, life is a series of popularity contests. You may not want to admit it or believe it. In fact, you've probably been told it ain't so, but ultimately, if you're well liked, then you're more likely to be better in sales. Mark McCormack, the late founder of International Management Group, a powerful sports management and marketing company based in Cleveland, once said, "All things being equal, people will do business with a friend; all things being unequal, people will still do business with a friend. " Super likable guy and author Tim Sanders puts it this way: "To make choices, we go through a three-step process. Confidence. Are You Talking Your Way Out of a Sale? - Focusing on Sales.
If the client says 'tell me about yourself,' don't. What's the best way to answer the question, "So, tell us a little bit about your company? " If you're like most salespeople, you view this as a sincere invitation to rattle off all those key points you've rehearsed, all those selling points and value propositions you've developed, tweaked and improved with each pitch. But when customers ask that question, they are not, in fact, all that interested in hearing about you. It's not that they're lying to you, their intentions are good. The problem is they never went to buying school, and frankly they just don't know what else to ask you. Unfortunately, they use the words "tell us about yourself"--and we hear it literally. How do you make your story their story?
You may recognize this as a form of samples selling. The way you do samples selling in complex, intangible services is to actively engage the client in a discussion about their situation. 3 Ways to Close a Sale. Edit Article Easing Into the CloseClosing the SaleMaking a Lasting (Favorable) Impression Edited by Seth, Sondra C, Melanie Mendelson - www.GoForYourDreams.com, Tom Viren and 16 others Whether you're a sales associate at a retail store or a small business owner, getting a customer to buy a product or service you have to offer means financial success for you and satisfaction for your customers.
Anyone can sell a product or service, but making the most of a sale and getting customers to come back to you takes some practice and skill. Here are some simple steps to get you on the right track to being a good salesperson. Ad Steps Part 1 of 3: Easing Into the Close 1Greet and engage your customer. 5Close the sale. Part 2 of 3: Closing the Sale 1Think about opening with a direct or indirect close. 7Close with one or two negative assumptions. Part 3 of 3: Making a Lasting (Favorable) Impression 1Stay with the buyer as much as possible without pestering them. 4Follow-up.
Tips Warnings. The Columbo Close. Columbo, the 1970's classic TV detective character, was one of the best closers of all time. While he wasn't employed as a sales professional or ever earned commission, he was a master closer. It wasn't getting people to sign on the bottom line that made him a great closer, it was his ability to get people to answer questions. Just One More Thing The classic Columbo close was the line he often used after the suspects thought Columbo was done speaking to them.
He would turn and start to walk away, and just when the suspect began to breathe a sign of relief, Columbo would turn and say, "just one more thing. " The question or statement that followed that brief statement would always pack an incredible punch. So what can sales professionals learn from Columbo? The Doorknob Technique When you are visiting with a customer, 9 times out of 10, the customer will have their guard up. As soon as the customer thinks the sales call is over, she will begin to drop their guard. Pressure Can Build Quickly. How to Push Prospects 'Off the Fence'
Once you know your clients' fear factors, you can find ways around them. We've all heard it a thousand times: "I like what you're proposing, but I need a week to think it over. " And then the week turns into a month. And an army of advisors come on the scene. Accountants, lawyers, spouses, employees -- suddenly the would-be decision-maker can't make a move until a town hall is convened, a vote is held and the count is certified. And all the while, you know the deal is going south. Those prospects are engaged in a delaying tactic, sitting squarely on the fence. "OK," you ask, "how do I accomplish this push without being overly aggressive?
" Well, you need to start by understanding that the prospect is refusing to make a decision because of one primary reason: fear. The following are the top five fear factors and how to remove them as obstacles to your sale: I'm spending money that I think I'm better off saving.Response: You won't ever make money by saving it.