Closing a sale is one of the most important skills in retail, but it can also be one of the most challenging. As a mentor, you want to help your mentee develop the confidence and competence to persuade customers to buy. In this article, we'll share some of the most effective ways to teach a mentee how to close a sale, from setting clear goals to handling objections.
The first step to closing a sale is to build trust and rapport with the customer. You can teach your mentee how to do this by demonstrating how to greet customers warmly, ask open-ended questions, listen actively, and use positive body language. You can also coach your mentee on how to tailor their approach to different types of customers, such as introverts, extroverts, or decision-makers.
Sales is like?Science, having its own principles/laws which when followed adequately leads to?predictable outcomes, every single time. ? 1. Meeting - internal or external with their imperatives, priorities & challenges. 2. Preparation to build a pitch, in layman's language with simple language. 3. Compelling financial for profitability improvement, in terms of quantify the value in revenue & ROI.? 4. Client's decision making Capabilities. 5. Building a plan, with timelines.? 6. A humble disposition is very helpful to take conscious efforts for making relationships better. 7. Follow with action points. ? 8. Be hopeful about making your clients successful in their organization. *Please keep in touch and follow me @ #amitlaxmi
Le meilleur moyen de transmettre sa fa?on de faire, sa patte c est d'embarquer l apprenti vendeur et qu il observe, qu il s impregne du discours et de la posture Puis après plusieurs fois à observer, les r?les s inversent et il prend les commandes et on l.observe Ca s appelle le training On peut alors le débriefer et le recadrer si nécessaire C est la seule fa?on d apprendre vraiment
The best thing is to reach the mentee that clients are long-term friends, and friendships are mutually beneficial and must also be long-term oriented relations, teach the mentee the art of building connections, being authentic, being real, finding interest to connect with the person/prospects on a deeper level people are too busy pitching not enough connecting, we are humans we have feelings get to know this person, learn about them, find out who they are and the rest will come naturally teach your mentee communication and relationship building we are in a relationship selling ERA people hate to be pitched they want to be touched, emotions is what sells touch people by connecting with them and getting to know them on a deeper level.
I believe today's sales people are all about rattling numbers, statistics, the pros of using a particular product they want to sale ??. I will surely love to teach my mentee it's not about you or your world class product or the percentage you are going to earn, it's about what the customer actually needs. The mentee surely needs to learn to listen, more than he/she speaks. Listening to the requirements of the customer is the best way forward to create innovations which are meaningful and profit creating ??
Often time rapport building seems like a huge hassle but what employees need to realize is that building rapport is a gradual thing. The first meeting you want to gain trust, once trust is built everything else is smooth sailing.
The next step to closing a sale is to understand the customer's needs and wants, and how your product or service can meet them. You can teach your mentee how to do this by showing them how to probe for pain points, motivations, and preferences, and how to match them with the features and benefits of your offering. You can also help your mentee create a value proposition that highlights the unique selling points and the return on investment for the customer.
Open and honest conversations. Being open with a customer is the best way to ensure their comfort. As anyone could agree with, being comfortable in a decision helps you make said decision. As opposed to making the interaction seem like a used car dealership salesman, make sure you're having a conversation with them instead. Ask questions, identify their concerns, address them using benefits of your product, and, always open the floor for them to ask questions as well. Maintaining their confidence by identifying their needs and explaining the benefits of your product will increase the chances of success.
Ense?ar a identificar necesidades y beneficios de los clientes por medio de una escucha activa. Siempre ense?o que podemos usar diversos canales de comunicación para poder motivar que el Cliente nos exprese sus necesidaes, inquietudes, objetivos a cumplir para que así poco a poco podamos involucrarnos y ser parte de sus metas diarias.
The third step to closing a sale is to present and demonstrate your product or service in a way that appeals to the customer's emotions and logic. You can teach your mentee how to do this by guiding them on how to use storytelling, testimonials, or case studies to illustrate the benefits and outcomes of your solution. You can also teach your mentee how to use visual aids, samples, or trials to show the customer how your product or service works and how it can solve their problem.
If you are looking to close a sale, your opening line of product knowledge and presentation must be strong enough to make a lasting impression on your client but you must first ensure you are talking to the decision maker. * If you didn't start well with the first part , the caveat is to let the customer do the talking while you just make enquiries, taking valuable notes in learning how to respond. * Armed with valuable info, launch your line of argument with undeniable facts about how your product/services meet needs better than others and have references to go with it. * Offer all the purchasing, payment plans available and make sure they are flexible enough to catch the customers attention to pull out funds no matter how little.
Ense?ar a presentar un proyecto que esté orientado a solucionar las necesidadds del cliente, esto es importante en el desarrollo de una técnica de ventas. Primero presenta lo que tu Cliente quiere solucionar por medio de tu producto y luego muéstrale casos de éxito similares que had logrado solucionar con el producto o servicio que ofreces.
The fourth step to closing a sale is to ask for the sale in a confident and assertive manner. You can teach your mentee how to do this by instructing them on how to use trial closes, assumptive closes, or alternative closes to gauge the customer's readiness and interest. You can also teach your mentee how to overcome the fear of rejection and how to handle common objections or concerns that may arise.
The final step to closing a sale is to follow up with the customer and confirm the deal. You can teach your mentee how to do this by advising them on how to use thank-you notes, emails, or calls to express gratitude, reinforce the value proposition, and address any questions or issues. You can also teach your mentee how to use incentives, guarantees, or referrals to encourage repeat business and loyalty.
By following these steps, you can teach your mentee how to close a sale effectively and efficiently. Remember, closing a sale is not only a skill, but also an art that requires practice, feedback, and improvement.
In retail today, competition is only increasing and there has been a push for creating a memorable experience and building loyalty. One way of doing this is by following-up. Following-up helps create the start of a lasting relationship between retail associates and customers. As someone who has been on both ends of the "follow-up", I am able to both perspectives. From the lens of an associate, this process helps build a clientele and source of repeat business. From the perspective of the customer, it creates a sense of self-importance as they feel catered too and satisfied.
When it comes to follow up it doesn’t only mean for sales made you should also follow up with those that you couldn’t close on a sale. Letting them know that you are still thinking of them and looking out for this that may help them, thanks to the rapport you build, will only enhance that trust and relationship.
Ense?ar que no hay que saturar al Cliente. Cada Cliente tiene sus tiempos de toma de decisión. Por lo que hay que respetarlos. Pero no se deben abandonar, puedes seguir la comunicación por otros canales de comunicación que te ayudarán a no perder el contacto con tu cliente. Brindando así información valiosa que le ayudará a asegurar que tu producto o servicio es lo que está buscando.
Yo les recomiendo leer el libro de Chrys Payne. La venta disruptiva. Ahí puedes encontrar una técnica de ventas refrescante, creativas, diversa, que se abre a un umbral creativo para acercase con los Clientes, poder conocerlos y cerrar ventas exitosas.
I would recommend reading a timeless classic which is Zig Ziglar’s ‘Secrets of Closing the Sale’. I own two paperback copies of the book, and the audible which is a compilation of Zig’s sermons. But don’t expect to become an overnight expert just because you read through a book once, this is a generational book, one you will have to revisit over and over and over throughout your lifetime if you are truly going to practice the art of selling. Zig says everyone wants to know how to close the sale but nobody wants to prospect. Then he says if you don’t prospect, how are you going to make a contact? If you don’t make a contact, how are you going to make a presentation? If you don’t make a presentation, how are you going to make a sale?