Closing the sale - the definitive answer you won't like.
Recently, I’ve been watching a lot of Jeffery Gitomer’s sales channel and I found this video particularly poignant. He talks about how the nature of making a sales has changed from a focus on closing to building a trusting relationship with the customer.
The essence of this video is to provide you advice on how to prepare for meeting a potential customer. That means knowing more than just the ins and outs of your product. You need to try and find out as much as possible about your lead before your meeting; if you can discover their reasons and motives for wanting to buy, you can work out their urgency and tailor your pitch accordingly.
You also need to have your mindset correct. You need to present yourself as a friendly honest individual who that the buyer wants to interact with. If they can’t trust you, how can they trust what your trying to sell?
Jeffrey highlights two things that can directly impact the likelihood of closing the sales: comfort and fit. How comfortable was the interaction between you and the potential buyer? Were you both at ease? Did you build a rapport with them? Fit refers to the matching of their needs with your offering. Is it a good fit? Will this product actually bring value to the customer?
Have a watch of the video below to find out more. Or if you would like to have a no obligation conversation about some of our sales packages, please get in touch.