Business

Learning How to Close a Sale

Sales is a complex and challenging occupation, whether you are a salesperson selling to people door-to-door, taking inbound calls at a call centre, or making outbound telephone calls cold to unsuspecting potential customers. In every sales position the focus is on targets. Your sales targets are everything. Meet those goals and you’ll do well; fail to meet targets and it can become a long and dreary profession to be part of.

A lot of sales people are born with a natural talent that wins out in the end, but as with any profession, any one can succeed as long as they have the willpower to do so and a hard work ethic where they are prepared to learn and to focus on the process.

Be Prepared for Rejection

This is an important factor in closing any sale. The process is everything. By preparing thoroughly and understanding the concept you can focus on getting the process of selling correct. This is the biggest stumbling block for many new people entering sales for the first time as a job. There is a desperation in the voice, a pressure to succeed and to make this next call a sale. In reality, the best approach to any sales role is to focus on hitting your marks, understanding your sales process and going from there. There will always be rejection in any sales job, no matter how good you are. If you are prepared to fail and can come back straightaway with the same preparation you won’t go far wrong.

Know Your Script

Getting the process right only works if you understand the script perfectly. As with any task or role, the better prepared you are the more likely you are to succeed. The principles of selling remain the same no matter the format of the sale itself, or the product or service you are selling. Understand the details of the product inside and out, and know the framework of the script, with certain landmarks to mention throughout a conversation with a potential customer. Knowing the script ensures you can answer any question and have the flexibility to talk naturally without worrying about missing out key details.

Show Empathy to Your Lead

The way to charm a lead and turn them into a customer is to show empathy from the moment you begin communication. Be polite at all times and repeat the persons name back to them 2 or 3 times throughout the conversation to show that you are listening to them. This can build a positive rapport straight away. Answer questions as quickly and effectively as possible, demonstrating that you are willing to resolve any issues in as short a timeframe as possible.

Remain Positive and Confident

The last thing to remember is that a good salesperson will remain positive, calm and confident throughout a conversation. This resonates with a potential customer, building a relationship that is more likely to last. A confident tone demonstrates that you believe in the product or service you are selling, and the lead should so too.

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