There is no magic to closing the sale. You don't have to memorize "hokie" closes or trick someone into buying your product or service.
THE MOST IMPORTANT STEP IN THE SELLING PROCESS IS TO ASK GREAT QUESTIONS!
Customers DO NOT buy products or services you are selling. What they buy is what they believe the product or service will do for them. Sell the customer what he or she WANTS not what you have. The most effective way to do this is by asking specific key questions to better understand what is important to the customer. This approach positions you to better understand their specific needs or wants.
EXAMPLE: Lets assume YOU, the sales rep, are trying to sell me, the customer, steaks. However, you've never met me before and you know nothing about me. You proceed to sell me on how great the steaks taste, how lean they are, how you have a great deal on pricing, etc. The one key question you failed to ask prior to selling me these great tasting steaks was: "Do you EAT steaks?" You couldn't have known this because you don't know me - but I'm a vegetarian and I don't eat any type of red meat. What are the chances of succeeding at selling me steak?
Now lets take the same scenario this time you ask me: "Teri, how often do you eat steak?"
My response: "Never!"
Your response: "Why Not?"
My response: "I'm a vegetarian."
Your response: "What types of foods do you eat on a regular basis."
My response: "Lots of fruits and vegetables."
If you sell fruits and vegetables, at that point you might introduce me to the quality, taste, and affordability of your produce. On the other hand, if you only sell meat you might try getting a referral by asking me who I know that does eat meat/steaks and would be interested in learning more about "our quality and affordable meat products".
This approach will not only guarantee a positive experience for both you and the customer but could also result in purchases of another type or referral or both. Nothing generates more sales than a customer who feels understood.
ASK GREAT QUESTIONS!!!
About the Author
CEO - United Sales Training (www.unitedsalestraining.com),20 years as a Professional Sales Trainer, Recruiter, Sales and Marketing Manager, Consultant. Dedicated to the "keep it simple" approach. FOCUS: "Training programs designed for women, tough enough for men."
Written by: Teri Samuels
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