In a sea of mediocre sales people, being a great closer can make you a valuable asset to any company. Business owners struggle to find successful sales professionals who can close sales right, left, and center and bring in much-needed revenue on a consistent basis. But closing deals isn’t so easy. You know how tough it can be to get prospects to sign on the dotted line and make a final decision to purchase.
There are many essential selling skills required to succeed in sales, but closing your future sales will be much easier if you practise refining these three critical persuasive selling skills. Perfect these selling skills and you’ll be the golden sales pro that every company wants and needs in their sales departments.
1. Know Your Prospects and Use the Information
In today’s business environment, one-size-fits-all sales pitches simply don’t work anymore. Buyers want personalized solutions that exactly meet their unique needs. So the first step to closing more deals is to research, ask questions, and actively listen in order to better understand your prospect’s pain points, desires, needs, and challenges.
Only when you know this type of information can you start to frame your product or service in a way that makes it seem like the perfect solution to the prospect’s current pain point. Your product or service should be the remedy that the prospect desperately needs to make his problems go away. Be a seller of solutions and you’ll close more sales.
3. Talk Losses, Not Gains
People make purchasing decisions based heavily on emotions. So targeting emotional triggers can greatly increase your chances of closing deals. One effective trigger to use is the fear of loss. Buyers get stuck in their comfort zones. Talking about what they will achieve by using your products or services isn’t a strong enough motivator to get them out of their comfort zone. They can live without those benefits.
Talking about the things they might lose out on if they don’t purchase, however, will provide a stronger reaction and will offer the required motivation to take action. Instead of mentioning how your product will improve productivity, for example, explain how, without your product, the prospect risks losing out significantly on revenue due to lack of productivity over time. Use your words carefully and try to paint a picture of what your prospect will lose if he doesn’t purchase. Talking losses instead of gains is an effective way to close more deals.
3. Become a Thought Leader in Your Industry
People are hesitant to buy just about anything—but particularly products that are expensive or new, or if they’re buying from a new company. This hesitation can be so strong that it completely stops them in their tracks. They could end up backing out of the deal at any time because this fear of buyer’s remorse is looming over them.
When people are unsure of what course of action to take, they want to get informed, get more knowledgeable, and learn as much as they can in order to feel more secure about their decisions.
When you position yourself as an expert or thought leader in your industry, much of this hesitation will disappear. Your prospects will feel more confident because you’ll be giving them all of the information they might need to make their purchasing decisions, you’re answering all of the questions they didn’t yet think to ask, and you’re giving them expert advice that they can depend on. And because you’re set yourself up as a thought leader over time, they’ll trust the information you’re giving them.
If you don’t think your word is enough, then share testimonials from your satisfied clients and get backing from other experts in the field to ensure that your prospects know that experts and other buyers have acknowledged your products or services to be the best.
If you’re not closing enough sales, then you might need to update your selling skills. You can’t lose with these three persuasive selling skills.
Posted By Author Mike Lieberman, CEO and Chief Revenue Scientist
Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.