Most sales people work way too hard to close sales. They are out there trying to persuade prospects to buy large initial sales and take on all of the risk. It doesn’t have to be so difficult. In my motivational sales speaking, I always want to share easy-to-use-sales strategies that will appeal to even the lazy sales person. So, hopefully you find a little sales motivation in these three lazy ways to close the sale:
Stop trying to persuade. A sales person needs to identify if a prospect is hurting. As a motivational sales speaker, I always share with audiences that if a prospect is not currently hurting from a challenge that you solve, then that prospect is not a fit. Let’s say that you direct mailing services, but the prospect you contact is simply killing it with their direct mail efforts and is nothing short of thrilled with their results—then this prospect will not be a likely fit. There are so many prospects out there that are struggling with their efforts, who will find considerably more value in your services. Focus on them instead. You will find greater sales motivation with the right people. Plus, it’s so much easier.
Make the first sale with a prospect a small first step. So often, sales people are trying to close the big kahuna in the first step. Remember, the first sale is always the most difficult, so make it easy on yourself. Make the first sale profitable for you, but a no-brainer for them. In my sales training in Boston bootcamp, I always tell people who sell services to have a small service to sell at first, just to give customers a taste, then once the customer is on board, it’s big kahuna time.
Remove the risk from buying. So often, prospects are afraid that your product or service will not work. By leaving their current supplier and purchasing from you, they are taking on risk. As a motivational sales speaker, I say remove that risk. Give them a money-back guarantee, tell them they don’t have to pay you until after the service is done, or even offer them 110% back if they aren’t psyched with the result. If you’re good at what you do, they’ll be thrilled, and you’ll make many more sales—the lazy man’s way.
Have you ever used any of these lazy man’s strategies to close more sales? Please share below.