04/08/2022
DO NOT ATTEMPT TO CLOSE A SALE UNTIL YOU HAVE ESTABLISHED THE FOLLOWING!!!
Sales closing is "the defining moment" of your sales presentation. In fact, this aspect represents the culmination of all your efforts as it is the part that determines whether you make the sale or not.
To have a smooth and successful sales closing, ensure you do the following...
➡️ Customer avatar/customer research: Analyzing your ideal prospects upfront. The best customer avatar is to gather more information about your prospects, understanding their pain points and needs.
➡️ Don't try to sell first; build good rapport in order for your prospects to like and trust you. If your prospects do not trust and like you, the chances of them buying from you are very slim.
Prospects buy from someone who they trust and who they think can help them. You should always Present yourself as someone who is trying to help them rather than someone trying to "sell" to them.
➡️ Expect to hear objections as they are very important in your sales conversation.
➡️ Plan "bullet-proof" answers to the common objections you hear ahead of your sales presentation.
➡️ Ask good open-ended questions that help identify your prospects pain points and needs.
Ensure you listen attentively to your prospects answers/responses. This would help you to further understand their challenges and how you can help them.
➡️ Let your prospects be convinced of the need to purchase the product you're recommending. Present them with emotional and logical reasons why they need to get the product.
➡️ Don't only present features but also emphasize the value and benefits of the product you're promoting. Always remember, features arouse interest in your product while benefits arouse buying desire.
Sharpen your Sales skills in these highlighted activities and you will start turning strangers into serious buyers.
© Pelumi Omofare
