What Closes Sales? 3 Tactics to Closing the Sales Deal
What closes sales? You’ve been out there, taking a swing at whatever it is you’re selling–and it doesn’t matter to me what you’re selling, these tactics apply broadly–and no dice. No action, no traction, your wheels are spinning on black ice. What gives?
Honestly, the answer to that question will only be partially answered in this article. Off the top, I’ll tell you that if you want to get good at closing the sales deal, you’ll need to take it from the pro’s. Buy their seminar material, listen to the big players, read up and study. Sales is an art, so you need to do your part to figure out how to master the techniques. That being said, what I’ve discovered after a decade or so of being in sales in one form or other, are these tactics.
This closes sales:
1. What’s the Bull’s Eye?
2. Know the “No!”
3. Sell the Sizzle, Not the Steak
Let’s take a look at each point:
1. What’s the Bull’s Eye?
Some sales are a bit different–you want a broad net, catch as many fish as you can, and go from there. If you want to find your stride, and put some real wheels on your rig, then you want to zero-in on who it is your top clients will be. Broadly speaking, aim at those with the need and the money to buy what you’re selling. The bigger the better as far as income level. Whatever you’re selling, it has a sweet-spot type of client profile. Find out what that is and aim your guns at those ships. Target market if you want to close the sales deal.
2. Know the “No!”
Make a list of your objections, and get your hands around what it is that people are saying to shut you down. Here’s a tactic that many sales staff don’t use: when you get an objection, it’s a request for more information you haven’t provided.
Don’t get your knickers in a knot because you’ve met sales resistance, that’s par for the course. Rather, when you have a list of your biggest objections and understand the pattern, then you can evaluate if your sales-pitch is giving your would-be customer some red flag that raises their resistance. Remember this is a request for more info, so give it to them: answer their objection not with a list of features, but point #3 makes it clear…
3. Sell the Sizzle, Not the Steak
Sell the advantages to the customer, from a customer perspective. Get in the shoes and mindset of your customers, and get beyond the bulleted, list of features spiel that won’t sell anyone anything. Answer this question from a customer perspective, “Why would I buy what you’re selling?” Why do they need it?
Sell the sizzle, not the steak. By lowering sales resistance every step of the way, and getting on their side, you’ll close the sales deal. Being an advocate for the customer during the sales process (it is not a game of “you vs. me” but “I’m on your side, let me help with this product/service…”), you’ve discovered what closes sales.
James Hussey works in a successful family business by day, and moonlights three different ways: he web-publishes on his pet blogs, freelance writes on Elance as “JamestheJust,” and does his own article marketing campaigns. His blogs now include Dog Pet Stores, where you’ll find all of your dog’s products such as training collars for dogs, or XXS dog clothes, where you can find info and links on dog collars, clothes and other dog items. Article Source:http://www.articlesbase.com/sales-articles/what-closes-sales-3-tactics-to-closing-the-sales-deal-1631293.html