HOW TO CLOSE SALES AND HANDLE OBJECTIONS

What is sales closing?

Sales closing is the sum total of everything you do towards guiding a potential prospect in making a buying decision.

So closing is everything you do for a prospect towards making a buying decision.

Now imagine you are done with your business presentation and you have gotten the prospect to make a buying decision, now sales closing is your ability to ask for the money, which a lot of people are shy to ask for the money.

A transaction can only be completed when an action is taken on a buying decision which is exchange of money for the value you are offering.

So what then are the elements involved in closing a sale?

At which point do you close a sale? So there are different part in a sales process, but today we will focus on the 4 stages of sales which include; the buildup stage, the pitch stage, the offer stage and then the close stage

When you know the anatomy of a sale, you will have the ability to guide your prospect to making a buying decision by building them up through a tailored presentation process to a point where you get them to take action.

I need you to bear in mind that everything that happens in a sales process are intentional. There are no guess work in selling and you must follow these 4 stages accordingly. So lets dive into it.

1.?? The build up stage: this is where you spice up the interest of the people you are about to sell to, by making them excited on curiosity the information that you are about to give them.

This build up stage is where you build up or pile up interest in what you are about to sell.

2.?? The sales pitch: is the second part of the sales. Here is where you can talk about the products or services you want to sell.

3.?? Offer: is where you give them a reason why they can not do without your product or services. You need to think about the need that your customers, what typically need will your customers need while using your products and create an offer around it and sell it to them.

4.?? Close: here is where you demand for your money in their pocket.

I need you to note that it’s not in all cases that you follow this 4 stages, because most prospects may approach you in a of pre -closed nature.

They just need your validation because they have already gone through the first 2 stages before meeting you.

The 4 stages of a sale have their individual roles that they play.

The buildup stage, is where you increase and spark up the interest and curiosity of your prospect, the goal here is to make people excited to actually want to know more of what you are talking about.

The sales pitch: is the second part of the sales, I know that a lot of people are scared to close a sale because they are afraid of the NO.

See eh.. You don’t need to feel guilty or bad when people say no to you, it only means that they are not your ideal customer and they are not saying no to you but to themselves.

Closing is everything that you do to make a prospect take action on their buying decision.

Closing is applied in areas where you already know that your prospect have taken a buying decision on your product or services or offer either by saying that they will buy when their salary arrives or by saying that they don’t have money right now.

When people say that they don’t have money right now, it means that they have taken a buying decision already and would have taken action on their buying decision but they don’t have money at the moment.

So it’s your duty as a sales person to guide them to a point where they take action on their decision, which is a positive buying decision.

So when a prospect says I don’t have money right now, I need you to know that this is a common objection that people give as to why they can’t buy from you immediately.

Here is how you can handle this objection, “you first need to establish where they are right now financially by asking them this question

“how much do you have right now, how much can you afford right now.”

Once they tell you, then say to them that you would like to help them by creating an installment plan where they can pay 2 or 3 times. And trust me most of them take the option.

I need you to know that objection handling is a huge part of sales closing, because you can only close a sale after you must have tackled all the objections that your prospective client or customer has.

Objection handling is a big part of sales closing, trust me when I say that; “if you know how to handle objections, closing a sale will come easy to you.

?

OBJECTIONS

What are objections? Objections are concerns raised by a prospect that is preventing them from making a buying decision or taking action on an already made buying decision.

It is important that you know what an objection is , so that you will know how to handle it. Because objection is not equal to rejection.

An objection is an opportunity to educate a potential customer.

When people present you with an objection, it’s an opportunity for you to educate them and clarify things for them. It does not mean that you become defensive.

This is where you validate their idea and make them feel understood. So how do you do this?

Start your response to their question by saying; “I know exactly how you feel, I have felt that before when I was in your position but here is what I found out….”

This is called the feel, felt, found principle of closing a sale. Get your prospects understood and tell them why they need to change their perspective.

Trust me when I say these things work like magic.

So every objection is not equal to a rejection but an opportunity for you to educate your customers or clients because objections are the indirect way a potential customer or client is saying “hey I don’t understand this yet I need more information to gain clarity”

Most times when people give you an objection, they are not rejecting you, it’s just a way to give you an excuse to end your conversation with them.

So always bear in mind that every objection you receive from your prospective customers or client is an opportunity for you to further educate and inform them of what you are talking about.

So let’s do an exercise right now… ?list in the comment section the different types of objections you have received from people: let me show you how to handle them here or in the comment section.

1.?? Its too expensive ( build your value ladder using my services as an example)

2.?? Am a busy person, I don’t have time

3.?? Let me pray about it

4.?? ?I can’t afford it

5.?? But I don’t know how to sell

I need you to note that when you are handling objections one on one with your client, you only need to answer on objection per time. Once you answer it don’t say any other thing and allow your prospect to break the silent because he who breaks the silent wins.

But in a crowd presentation the style is different.

If you want a one on one section where you want me to practically teach you this you can send a Dm or CLICK HERE TO BOOK A CONSULTATION SESSION WITH ME or Visit My Website.

?