Want to know how to close a sale? As salespeople, we all want to know how to get people to buy from us, right? That’s why you’re reading this. Salespeople always ask me how can they get more people to buy from them. But what’s actually causing clients not to buy from you?
Understanding the reasons why clients don’t buy from us is critical to learning how to close a sale.
Once you change those behaviors that are costing you sales, you lay the groundwork for closing more sales. In this video, I’m going to show you exactly how to close a sale by understanding the 7 reasons that clients don’t buy from you. Check it out:
How to Close a Sale Video Summary
How to Close a Sale Tip #1: Don’t sell to the wrong people.
The number one reason why clients don’t buy from you is because you’re selling to the wrong people. This point comes first because it’s so damn important and it’s killing so many salespeople out there. There is a natural desire for many salespeople to sell to the most obvious and willing prospect. If you want to learn how to close a sale, you need to banish this from your mindset. The easiest person to sell to isn’t necessarily the person who has access to big budgets and can really make a decision. So make sure that you weed out those wrong people and only spend your time with the right people.
How to Close a Sale Tip #2: Don’t be enthusiastic.
Imagine that you answer the phone and someone on the other end says, “Hey Sarah! How are you doing today?” How would you feel? Or, imagine that you’re in a buying situation and you tell the salesperson what you’re looking for. Imagine that the salesperson responds with, “Of course we can help with that! We have the best solutions of anyone out there!” How would you feel? Most salespeople do this and it turns prospects off immediately. It’s time to drop the enthusiasm and instead act more like a doctor who’s simply just trying to understand what’s really going on. That’s how to close a sale.
How to Close a Sale Tip #3: Stop pitching.
Have you ever caught yourself doing most of the talking in a selling situation? If so, then you were pitching. And your prospect was probably tuning out. Prospects hate the pitch. Not only is it old-school and salesy, but it’s also boring and frustrating. It’s like a lecture in college or high school. To become a master at how to close a sale, you first need to realize that prospects want to be engaged in a dialogue, not listen to your monologue.
How to Close a Sale Tip #4: Discover prospects’ challenges.
Most salespeople focus on why prospects need their offering. They’re trying to persuade. But prospects really don’t care about your offering. They don’t care about all the cool features and benefits that you have to offer. All they care about is solving their most pressing challenges. This is why, as salespeople, we need to understand what’s really going on with our prospects if we want to figure out how to close a sale. We need to get to the key challenges that prospects are facing, in order to show them how they will actually be solved.
How to Close a Sale Tip #5: Get clear on upside value.
Have you ever had a prospect where there seemed to be a strong relationship, but you still didn’t close the sale? If a prospect ultimately does not buy from you in this situation, it’s because the value of making an investment in your offering was not clear. This is easily avoidable by helping your prospect clarify the upside value of working to solve those challenges. So ask your prospect a question like this, “What would it mean to your company in additional revenue or profit, if you were actually able to solve these challenges?” By getting a dollar figure, you get the prospect to see the value through his or her own words.
How to Close a Sale Tip #6: Talk budget.
Salespeople get so uncomfortable about money in selling situations. But budget is critical to learning how to close a sale in any situation. In selling, you need to talk about money with prospects before presenting the solution. Without discussing money up front, you have no idea if you’re even on the same page about money. Get the budget before you present your solution.
How to Close a Sale Tip #7: Schedule that next step.
Ever been in a selling situation where everything was going well—and then the prospect asked you to try back next week, only to just kinda disappear? This is a common death for so many sales, and it’s completely avoidable. At the end of every prospect interaction, be sure that you schedule a next step. That means that you agree on a specific time and date, and you send out a calendar invite for that next step. Always have a scheduled next step and you’ll become a master at how to close a sale.
So, there you have it. You’ve just learned how to close a sale by avoiding the 7 reasons that clients don’t buy from you. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section to get involved in the conversation.