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4 Easy Ways to Close a Sale
Closing is the most important step in any sales pitch you might be presenting – whether it’s a specific service, product or a partnership you’re offering. The thing is, in order for any closing to be effective, everything leading up to it has to have been done right. First of all, you should have had probed properly. Next, you must have had a great presentation or business opportunity in the best way possible, building a good relationship between you as the marketing end and your client. These in turn help you achieve the goal of a good closing! An important thing to remember about a close is that your clients or prospective partners should be able to relate to the product, service or the company you’re presenting to them. Believing that you can deliver an excellent closing and having the confidence to sell are both essential steps to making your clients see how you can be beneficial to them. Upon finishing a presentation, you can already have feelers out regarding how your client has received your sales pitch. In case they don’t seem to be too enthusiastic about the opportunity you’re giving them though, here are four steps you can successfully close a pitch and have the deal sealed:
1. Get to know how your client feels
– there are many instances wherein people make decisions based not only on what they know, but also on how they feel. Emotions may play a vital role in closing anything, especially when the presentation touches the hearts of your prospective customers. In order to know how they feel about your pitch, here are a few probing questions: How was the presentation? Did you like/dislike it?
2. Provide answers to questions or issues raised
– it is imperative for you to know what hindrances there might be that will prevent you from closing the presentation properly. You should never be afraid of any questions your clients raise regarding your offer, as it only goes to show that they have been listening to you and are thinking hard about what you have to give. No questions or comments spoken out loud means that either they didn’t understand a word or are just nor interested in what you have to say! Some of the most common questions or objections raised are:
There’s a need for more information – this may sometimes be a stalling tactic. In this situation, the only thing to do is for you to ask them what area they specifically need more information about and ask them what other areas regarding the presentation they need cleared up. Provide the right answers to these and you will have solved the problem then and there.
3. Emphasize how your presentation can solve problems
– doing some research and initial probing should help in this step, as knowing what exactly the problem is becomes the path for you to present the solution in the form of your product/service/partnership. If the client seems to be having doubts regarding the deal, highlight the important points regarding how what you’re offering is advantageous (e.g. gives them extra income, helps them achieve their goals). Talk about the positive aspects of the proposal and deal openly with the negative parts of it.
4. Make the sale
– it’s amazing how many people actually skip this part. When your client has been showing signs of interest or has a positive attitude towards what you have been saying, it’s time to step up and ask them to buy! Some people might even have been waiting for you to do just this. Some methods of doing this are:
These are all easy ways to close a sale. There’s no need to put extreme pressure or coerce customers into buying something or getting into a partnership; if you’re courteous and patient enough, you can always close by leading people towards making informed decisions. Lastly, don’t forget to smile! The best result for both you and any client is when you end any deal with both of you feeling satisfied and happy with the way things went.