Learning to close sales with advanced coaching.
While we can pick up many useful techniques for closing sales online, it is practicing them and having your delivery critiqued that adds the most benefit. Before closing the sale, we firstly need to ensure that we understand our prospect's situation.
Increase you understanding of your sales prospect.
To make the sales call worthwhile, we need to firstly understand the wider situation that the prospect is in, not purely about their desire to have what is on offer. As an example, if a prospect has a 3 month old cell phone they may still be interested in the newest model. However they are unlikely to buy it unless they have a problem to be solved.
Some examples of problems your product may solve:
> Not enough space on current phone
> Wanting the best up to date technology
> Camera not suitable for taking good family photos
> Have extra cash, what should I spend it on?
Identify the need and a problem to solve, a person is more likely to buy.
Increase the odds of a sale, by asking trial closes.
We can increase our odds of closing this sale by ensuring that the prospect wants to resolve their current problems, and can see that the product you sell will address this need. By asking trial closes, which ask for opinions rather than decisions, a prospect will signal whether they are likely to buy. Overcome any objection and then close the sale by asking for the order.
Advanced techniques and coaching.
For further strategies on identifing the needs of prospects and deciding which trial closes will move you towards the sale - coaching and practice can be very helpful. For example asking for an order can be done in many ways, from offering alternatives, summarising all the agreed to points, weighing up the pros and cons, or merely asking for the order. These advanced techniques are often best learnt with a coach giving real time feedback, where the skill can be practised and the advanced techniques explained.
Just make sure that when you ask for the order that you are ready for the response. If it is a ‘Yes’, make the sale and finish the discussion, as many a sale is undone with idle chatter after the sale is made. If it is a ‘No’, do not despair as this means that the prospect has some unresolved objections. Find out what they are, find out if you were to solve them would the prospect buy, then solve the objections and ask again for the order. Closed sale-job done! Developing your sales process, and understanding how to manage varying situations, is best done through sales training. Learning on the job can be costly! Getting coached so that you learn the right ways to close a sale will pay dividends.
