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Mike Lieberman, CEO and Chief Revenue ScientistMon, Apr 11, 2016 5 min read

5 Selling Techniques to Help Close More Sales

{}There are literally hundreds of different selling techniques, and every sales rep will tell you that the ones they use are the best ones that are guaranteed to close sales. However, many selling techniques are actually outdated, and thus, ineffective. Others are just plain terrible.

How can you know which ones will actually help and which ones will hinder your sales efforts? You’ve come to the right place. If you want to close more sales in today’s market, here are the selling techniques that actually work.

1. The Now or Never Technique

The now or never sales technique hasn’t gotten old. It’s been around for a long time because it still works. By making an offer that includes a special benefit if your prospects buy right now, you’re creating a sense of urgency, which can help prospects overcome inertia. Such special benefits can include giving a discount for those signing up today only, stating that it’s the last product left at this price, offering free implementation if the deal closes by the end of the week, or something of that nature. If you feel like your prospects really do want to buy but are just hesitant on pulling the trigger, then this is one of the best selling techniques you can use.

2. The Question Close

Asking questions is critical to effectively meeting your customers’ needs and closing deals. Through a series of questions, asked as soon as a conversation with a prospect begins, you can start to develop a desire for the offering and eliminate objections to purchase. You can even sell on a question, such as asking the prospect if your product solves his problems.

3. Helping Customers Reach Their Goals

If you’re too focused on making the sale, you’ll likely lose out on tons of opportunities. One of the most effective selling techniques you can use today is to focus on helping customers reach their goals. Get out of your product mentality, stop thinking about the sale, and maximize your position as an advisor to help customers on their purchasing journeys. When you’re helpful instead of sales-y, you’ll close more deals. Take on the role of consultant instead of sales person and you’ll see a big difference in your sales.

4. Telling the Truth

It seems so simple, doesn’t it? Just telling the truth. Unfortunately, many sales people still don’t use this technique. They still resort to dishonesty, pushiness, and aggressiveness to get the sale, no matter at what cost. But if you want to close more deals, then you need to gain trust during the sales process—that means being honest even when it’s not something the customer wants to hear. Never let your desire to close the sale ruin your honesty—don’t promise things you can’t deliver and don’t offer solutions that won’t produce the expected outcomes. Without a doubt, when you tell the truth, your customers will remember your integrity the next time around. You’ll gain loyalty.

5. Becoming a Thought Leader

You might think that posting on social media and writing for your company blog is a waste of time—time that could be better spent selling—but it’s actually one of the most effective selling techniques you can use. Educating your prospects and customers online through these inbound marketing strategies will help you position yourself as a thought leader. And thought leaders are trusted sources of information. Customers will start to trust you and find you more credible if you spend the time required to educate them through the sharing of information. Remember, sales people are often made out to be slimy and untrustworthy, so you need to combat these problems by doing what you can to gain trust. Plus, the more informed your customers are, the quicker they’ll make purchasing decisions, so you can close more sales.

 

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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.

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