Ever been in a selling situation in which you were sure you had lost the sale…but nevertheless you kept on pushing through, the whole time realizing that your efforts were an exercise in futility? We’ve all been there.
In this video I’m going to teach you how to close a sale that you actually would have lost. Check it out!
Click the video below:
#1. Be completely honest. I know that this goes against what so many of us have reflected upon in a selling situation that’s declining fast. What our instinct is telling us is to just keep pushing through and stick to the point that you’re on.
But instead, what I challenge you to do is to actually completely stop the flow of the conversation and to stop beating around the bush. Let the prospect know that you get the sense that this simply is not working! You’ll be stunned at how suddenly the prospect will open up—and you’ll see that wall come down.
#2. Get straight feedback. It’s incredible how once you’ve actually ceased the flow of that conversation, and you’ve identified that you’re aware that the flow is going nowhere…and you even ask the prospect, “Where do you think this has gone off track?” that the prospect will provide very helpful feedback.
The prospect will often tell you exactly what you have to do in order to get things back on track. Don’t get defensive; just agree with the prospect and then adjust your approach accordingly. This way you can get things right back on track.
#3. Dig more deeply into their challenges and goals. Chances are if you’re in a selling situation that’s off track or you’re stumbling, it’s because you didn’t know enough about the prospect in the first place to really get things off the ground.
When the sale has derailed, we want to use this opportunity to actually take things back and start to dig more deeply into the prospect’s challenges and goals, and then reroute the flow back to the beginning. This will actually help you connect your solution to what the prospect is telling you.
These three strategies are powerful tools for closing a sale and will make you stand out from your competitors.
I want to hear from you about these three strategies, so tell me which of these ideas you found to be most useful. Be sure to share below in the comment section, and I will respond to every comment; I look forward to hearing from you.
For more videos on how to close a sale just click right here or visit marcwayshak.com where you will find a bunch of other great resources on how to take your sales to the next level.