Shut Up and Close That Sale!
Let me give it to you without a pretty filter, you probably speak yourself out of sales more than you think!
It happened to me when I’m trying to buy something.? The person I’m wanting to get something from won’t shut up and it drives me bonkers.? Just tell me how much and spare me any additional pain!!
I don’t think I’m special when I tell you I don’t like to spend money.? Does anyone?? Then there’s a high ticket service I want and it’s taken me such a long time to do it.? Let’s get that bandaid off quick and get it done please.
Let me give you an example.? I had been in a car accident that absolutely totaled my car.? It was a complete loss, but I walked away unscathed.? That was a great car!? Safe, reliable and even dragged itself to its final resting place after extensive damage.? So, I was fully covered and ready to buy the same car again.? It proved to be exactly what I wanted out of a vehicle.
I warned the salesperson that I was also a salesperson and was going to give him the easiest sale of his life!? He kept talking.? I was forced to go on a test drive.? I had to listen to the entire sales journey and of course my blood sugar dropped in the process.? I purchased the car, but boy was I pissed.? That was a one time transaction with that salesperson, never again.
So how do you know when you are talking yourself out of a sale?
Don’t Do All the Talking:? Once you’ve gone over all the features and benefits, let the customer tell you about them.? Actually, don’t give all of it away.? Just address what the customer has told you they need.? Let them talk themselves into the sale with open ended questions.?
领英推荐
“Can you see how this can solve your problem?”?
After they repeat how this solution can help them, you might say there’s more if they are on the fence.
Keep an eye on your audience:? If your customer starts getting dizzy, you are talking too much.? Don’t torture your customer.? There are sales approaches about educating the customer, but you can also insult their intelligence without intending to.? Stick to solving the problem at hand.
If you get interrupted: You probably went off on an unnecessary tangent and no one wants to be lectured to.? Refocus on the person you are speaking with and what they want to solve.? Too much information might even make the individual feel resentful of even having the problem you are solving and having to spend money.? No one likes having a problem.? Be aware.
It seems funny, but it’s not.? In reality, it’s not about you.? It’s about the problem and the solution.? Keep on task.? Don’t over share or over explain.? You can tell stories over drinks or a meal when you become friends outside of work.? Right now, go for the close.
Make sure you avoid sales breath!! To learn more click the link below to grab my “overcoming sales objections” guide for examples and scripts on how to do that for yourself!
Here is the link: www.SecretArtOfSalesGift.com