Feel Good Closing on a Sales Call – Part 2

More tips to making the prospect feel good while you present your product or service.  By making them feel good and feeling good yourself, your closing ratio will be higher.

 Find the deal for them

· When showing them their options (different products or various packages), ask a lot of questions so you know exactly how they are feeling and what they are thinking.   Know your various offers so well that you can find one that fits their needs perfectly rather than trying to persuade them to get what you’d like them to get or what a lot of other people get.  Don’t be a one-size-fits-all sales person.  Be the person who will help them get exactly what works best for them

Some example questions to personalize it, not waste their time, and close more effectively are:

• If you don’t mind me asking… (fill in the information you seek to better serve them).  For example:  “If you don’t mind me asking, what budget could you set aside for this each month, if you chose to invest in it?”
• If they are saying no to your first package offer ask, “Are there products you don’t think you’d use or is it more of a budget issue?”
• If it’s a financial issue, try verifying their interest in the products before spending their time working on budget options.  “If I could find a way to fit that package into your budget, would that be something you are interested in?”

Listen to what they say (to thier answers) and it will tell you where to go next…

• Do they want to place an order but just need a little bit better deal?
• Would they rather not take the bonus items and get a bigger price break instead?
• Would it be really hard on them financially to commit to a package now?  Would starting smaller, building confidence in the products and your service, and then placing additional orders in the future be more suitable for them?
• Would they really use everything in a large package or does a smaller order suit their needs?

Always show them the numbers. 

•  Don’t just speak the numbers.  Write them down so they can visualize them easily.
•  Can your product save them money?  If so, show them examples.
•  While selling cutlery, I’d show my prospects how the products could not only save them money by not rebuying knives over and over again.  I also showed them how they could save money on groceries by having good cutlery and buying food whole rather than pre-cut.
•  After showing them how much in grocery expense could be saved, you can ask, “If a product cost $4000, always worked, lasted your whole life, looked great, came with outstanding service any time you wanted it, and saved you $10,000 in groceries over 10-20 years… it would be worth it, wouldn’t it?”
• If there are savings within packages, show them the actual numbers.  Don’t just tell them the package costs less than adding everything in the package together and leave it vague.  Write down the actual savings.
• Always share the value of bonus items.  If you are going to throw in a bonus item for free with their order.  Write down the value of that bonus item so they can see exactly how much they are saving there too.
• If you offer an investment plan so they don’t have to pay all at once, write down how much those payments will be.

A no sale is okay as long as you’re making the most of them.  They are like any other set back.  If you use it to learn from, it is never a waste of time or a failure.

• If you can’t figure out on your own what is holding your prospect back from placing an order, simply ask them.   “I’m still learning and looking to improve, and I’m not going to try to change your mind, so if you don’t mind me asking, what is it exactly that keeps you from getting it today?”  Use the information to improve your presentation for future prospects.
• Whether a prospect places an order or not, you should still ask them for referrals to others that could benefit from your presentation.  Some of my no sales have given me the largest number of referrals, which led to a lot of new business.
• Send a thank you message.  Whether you made a sale or not, send a thank you note of some kind to the prospect.
• Keep what they like on a list.  They could get a hold of you in the future to place an order.  It is also possible that when you follow up with one of their referrals, who is also a friend or associate of theirs, that new client may want to buy something as a gift for the original prospect.

It helps to represent a product or service in which you believe strongly.  Even when you don’t make a sale, you can feel good about the fact that you were able to share a great product with someone.  Even if they didn’t get it the first time, that doesn’t mean they won’t in the future.

It makes me feel really good that people love the products they get from me.  And though I’ve never had someone tell me they regret getting it, I have had some people tell me they regret not buying it.

So go out there and feel good about what you do.  The better you feel, and the better you make them feel, the better you’ll do.