The pandemic has created a lot of uncertainty and anxiety among customers, making it harder for outside sales reps to close deals. How can you overcome this challenge and persuade your prospects to buy from you? Here are some tips to help you close a sale when customers are hesitant about the future.
One of the most common objections you will face is that the customer is not ready to commit to a purchase because they don't know what the future holds. To counter this, you need to focus on the value that your product or service can provide to them right now, and how it can help them solve their current problems or achieve their goals. Use stories, testimonials, and case studies to show how your solution has helped other customers in similar situations, and how it can benefit them in the long run.
You’re never asking your customer to just spend money. They are investing in something that will add value to them. Ideally, what you are selling would put them into a better situation to handle that uncertainty in the future. Focus on that now being the new value proposition for your offering. Ask them to think about that uncertain time and how it would be different navigating it with your offering as opposed to without your offering. They don’t want to be sold. They want to be led.
When you can show how you can solve their problems or reduce their costs or create value to them your mission will be easier. It's time to bring this situation to real world, creating a scenario where your solution would have been implemented and make it real for your client.
Be convincing, so the client gets that confidence to close the deal. Be patient, with the client and bring even more arguments to explain way further what customer fears about. Focus more on products' advantages while also explaining inconvenient. focus on the value, be honest and remain professional until closing.
Refer to life experiences in your reasoning,to why the customer needs that services. It helps to put yourself in their shoes and give leading examples. Maybe you are selling a saving product,expand your questions into how much they would have made of they started early. They will see a reason to take the product.
1.You need to win the customers heart,make it a delight by winning his belief. 2.Add value to the transaction/sale not just sell the product, talk of a benefit not just features of product.Ex: Say you are selling a Mobile & u are talking of the email feature,say" This Mobile is Office ready" 3. Ask question what do you think about this product/service. He/ She would open up saying what they think about the product/service that will help you understand their fears & then you address the same by clearing his doubts on your product/ service.This builds confidence in you & your produc.This builds trust for him to buy. 4. Create an urgency by saying the offer is only for today & if it would be available tomm or not. 5. Ask like I'll pack this.
Another reason why customers may be reluctant to buy from you is that they are afraid of making a wrong decision, losing money, or missing out on a better opportunity. To address these risks and fears, you need to build trust and credibility with your customer, and show them that you understand their concerns and have their best interests at heart. You can do this by offering guarantees, warranties, free trials, or flexible payment options that reduce their perceived risk and increase their confidence in your offer. You can also use social proof, such as reviews, ratings, or referrals, to demonstrate that your solution is reliable and popular among other customers.
If your client Still have fears your mission is bring it to discussion and talk about it. When you talk about it and deeply analize it, you could show it's not a real problem and minimize risk perception
Look, the thing that stands between you and closing the sale is your client’s fears. If you can overcome the fear you will close a lot of sales. The first step to overcome the fear is to understand it, you need to put yourself in your clients shoes, ask yourself if i were the customer here what would be my fears? Understand the fear then focus on them, offer what really helps to overcome fears.
Another way to motivate your customer to buy from you is to create a sense of urgency and scarcity around your offer. You can do this by emphasizing the limited availability, exclusivity, or timeliness of your offer, and how it can help them gain a competitive advantage, save money, or avoid pain. You can also use deadlines, incentives, or discounts to encourage them to act fast and avoid procrastination. However, be careful not to use false or manipulative tactics that can damage your reputation and trustworthiness.
Great article! Creating a sense of urgency and scarcity is indeed a powerful strategy to drive customer action. It taps into the psychology of fear of missing out (FOMO) and prompts quick decision-making. Emphasizing the exclusive nature or time-sensitive aspect of your offer not only motivates customers to take immediate action but also positions your product or service as a valuable and sought-after commodity. However, it's crucial to maintain transparency and integrity in your marketing efforts to build lasting trust with your audience. Avoiding manipulative tactics ensures that your customers feel respected and confident in their decision to engage with your brand.
Finally, you need to ask for the sale and close the deal. Don't assume that your customer will automatically buy from you after you have presented your value proposition, addressed their objections, and created urgency. You need to guide them to the next step and ask for their commitment. You can do this by using a direct, assumptive, or alternative close, depending on the situation and the customer's personality. For example, you can ask them: "Are you ready to place your order?" or "Would you prefer the monthly or annual plan?" or "Do you want to pay by credit card or check?" Be confident, clear, and concise, and avoid giving them too many options or information that can confuse them or make them change their mind.
It's a salesman role take sales process control and ask for next step. If you talked about fears and minimized risk perception, it's time to close the deal
Do we have a buy button inside our brains? Actually yes we do, and a way to trigger this point is asking for the sale. Closing is one of the most important steps in your sales steps. Asking for the sale is really about making commitment in your clients minds, even if they really didn’t mean it.