Do you sometimes struggle to close leads? This is the hardest part of the sales process, and the part that requires the most amount of effort. You might get many people expressing an interest in your product or service, sometimes out of common courtesy, but getting people to put pen to paper is a much harder process.
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Below are five ways that should help you close more leads and increase your sales commission.
1. Ensure that you know the prospective client and what their business is all about. Ask questions, and when appropriate and possible, try to emphasize that your product or service will assist them in running and/or growing their business.
2. Listen carefully to what the person on the other end has to say. It is widely known that people enjoy talking about themselves and so by allowing the potential client to talk to you, you will help create a rapport between yourself and them. In addition to this, you will help to instill a sense of trust in you – vital if they are to proceed with the sale.
3. Try and find some common ground that both of you can speak equally on. This can be something from speaking about the weather or discussing the result of a sporting event. This informal kind of chat helps break down the barriers that can be created by just discussing business, finance and figures. It shows that you have human side and are a down to earth person, someone they could relate to outside of business perhaps.
4. Try to discover the potential client’s goals and what the company is trying to achieve. Listen very carefully to responses and any possible objections to your pitch, so you can then think of solutions. If you discover objections, try to isolate them to discover exactly what might be holding them back from completing the sale.
5. By this stage the potential client should have heard your pitch and be fully informed about what you can offer them. Now is the time to be more forthright and straightforward by summarising why the potential client should complete the sale, what it will do for them, what might happen if they don’t. Once you have their trust and you understand their business you will be in a better position to apply some gentle pressure in order to seal the deal.
Tags: sales