Stages of Selling: How Do You Close that Deal?
How do you make a product sell? Is there a secret in making your products fly of the shelf? What sorcery is employed?
Today, we will let you in this little “secret”. It’s definitely not magic, but nothing impossible also.
It’s real to life lessons you can really apply to your business. Let’s start!
How to Make a Sales Call:
Starting the Sales Call
In an ideal situation or if a perfect world if it exists, you would be able to connect to the customers right away because of their personal interests and preferences.
Actually, this technique of tapping to their interests may have worked years ago where selling was done face to face. If selling was done at their personal space or their offices, you could possibly take a glimpse of their personal effects.
A photograph here and there, some sort of a collection, indication of their hobbies, it goes on – they all tell a story which you can make a connection. It was easier then to build a personal relationship with the customer.
However, changes happen over time. Technology has changed how we do our business. From face-to-face selling to online stores. With the convenience of buying online, people prefer this option on most days.
Sales and online transactions happen every second. While convenient, it is more difficult to connect when you are not even physically present during the sale.
So how do you start a sales call that a prospective customer will surely welcome? Think about your opening statement.
Starting a call and telling them right away what they need can make them think you are being presumptuous. “How dare you assume?”, they might think.
Don’t give unsolicited opinion, that would be a sure way to alienate your customer right ahead. Don’t assume what they’re needs are, that’s the first thing.
So what’s the ideal start? Keep your opening short, but not too short it appears abrupt and make you sound uninterested.
And not too long either – you don’t want your customer to be bored and waiting for your point to finally grace the event. You wouldn’t want to waste their time either by making them wait.
Asking the questions
This is an important part – it’s about how to ask the right questions. When you ask your customer, make it a venue for discussion. Questions answerable by yes or no doesn’t exactly encourage engagement, it doesn’t invite interaction.
Make your questions answerable by an entire explanation. Ask questions that encourages answers that need explaining. However, there is a process in laying out these questions.
Current Situation – Ask how the client is doing so far. This is how you get to know their situation without making some assumptions. Asking will let you assess their situation without being too presumptuous.
At this point, you will identify if there will be a sale happening or not. It actually depends on their circumstances. There are two possibilities – there might be a need for your business or not.
If there’s a need, continue asking the questions that invite discussion. Get to know more about the situation. An advice at this point though, you need to hold off first from telling the client what products or services you can provide as solutions to their situation.
Tempting as it may be, try to engage the customer first and observe their interest in the conversation.
Problem Identification – If you have observed that they are not completely satisfied on their own capacity, you can do away with more questions. You ask questions to help your customer identify the problem.
Help them get to the concern. By doing this, there will a realization of a need. See what we’re doing here so far? You are letting the customer identify their issues on their own without you laying out assumptions.
Implication – What to do next is to lead the questioning to what the situation implies. What their predicament will imply. Where will it lead? You bring into the light the effects or what will happen. It implies a need to solve the problem.
Another advice when conducting this part though, you have to be very careful where this situation will lead too. Being to fatalistic could seriously blow the atmosphere.
The client can feel downtrodden and negative about the future. So do try to keep a balance. Get into the implication but never too negative about it as well.
Resolution – After bringing out the implication, there is the need to know what solutions can be done. This is the moment you ask questions on what can the client do to solve the situation. Ask what advantages would the resolution bring.
You get to lay down the benefits your business bring but the good thing about this is – the client is the one enumerating it. It’s just a matter of asking the right questions.
While every part of this selling process is important, the next part is integral to convincing the customer further.
It’s imperative to display competence at this stage. To be able to show the customer you can provide solution is important to both sides. You need to show you can handle it. It means you can resolve their situation and it means you can make a sale as well.
Commonly, presenting your business would entail the listing of features, functions, and all those details. While they are important, there’s a better way of showing what you are all about.
Enumeration of the product or service description may just pass by through the customer’s ears. After all, they are just rehearsed statements and what significance does it show to the client?
What will make the customer listen is the – benefits. Emphasize what your business can do for them. Describe how it will address their current situation. Let them know the advantages of availing.
At this point the customer may have some objections but this happens if early on their questions were not addressed adequately. Indecisiveness and qualms are brought upon by solutions that doesn’t address their problems.
So do prevention early on. During the “resolution” stage, ask away. Know the solution that will make them contented. Asking and knowing all the details will enable you to provide a solution right for them.
This way the customer will be more focused on the advantages of having their concerns finally addressed.
Closing the deal
Finally, the last stage! But you must still work carefully on this or you might still break it. First all, you must make sure that each key area is addressed. Ask the customer and they will appreciate that you are pulling this initiative.
Most especially for larger deals that entails a lot of details, it’s important to cover all key areas. The customer would be grateful for this.
Secondly, if all points are taken care of – summarize the advantages and benefits. This is to reaffirm the solutions being provided to the client. It’s important to summarize as it gives them a better vision of the picture. After this, you bring them in to commit.
This is way different from asking them what they will buy from you. It is making them commit to change and improvement. Commitment to resolve the situation will bring in the sale. If they are committed they want to sow the advantages so it’s more likely that they will buy from you.
And that’s how successful salespersons do it – they don’t leave it to luck. They don’t do the sale unprepared. It’s a method and a process, each stage done carefully and inching towards the sale. There are no drastic move, the sale progressing through the stages. So if you’re aiming to make that sell today, try doing these and see the difference!