Closing the sale is the icing on the cake but only after you have done everything else right. Firstly you must build rapport, and follow a sales process before you get to the point where you can close a sale.
Sales Process
Perfecting the art of asking effective questions when faced with a new prospect will significantly increase your ability to close more sales and grow your business. Using the ASBP technique you will significantly increase your success rate.
Selling yourself and your ideas is what gets you ahead in life and business. Without the ability to influence others, it’s unlikely you will succeed personally and professionally. If you suck at sales skills, you might want to read why.
Buyers and sellers often have different personalities. When you adapt your personality style to suit the buyer during the sales process, you are far more likely to achieve better results.
People don’t buy from people they don’t trust. Without establishing credibility with a new sales prospect you will fail to close the sale.
Many incoming sales calls are lost because the calls are mishandled. Here are 9 useful tips for increasing your closing rate on incoming sales calls.
If you try to pitch your products and services too early you are unlikely to be able to close the sale. Closing comes at the end of the sales process so you need to understand the entire selling process first.
You can’t sell something successfully if you don’t believe in what you are selling. Successful sales also depend on finding the tension or dominant buying motive if you are to close the sale.
You need to generate new sales leads because you will lose customers through natural attrition. Keep your sales funnel full at the top to ensure you have ongoing business.
By building trust and confidence, asking effective questions and actively listening to your prospect, will enable you to influence their decision to buy from you.