Result: The customer continued with us.
How many times have you been so close to closing a sale but lost it in the end? I have been there many a times. But I didn’t lose the lesson. Let me sum up my learning and guide you to make a successful closing.
If your prospect keeps postponing the order without any real reason then they are trying to avoid you. You need to have the courage to ask them for the order and hear their real objections.
In the prospecting stage, we all make this mistake. In order to have as many prospects as possible in our pipeline, we try to qualify in a hurry and let some prospects into the pipeline but in reality they aren’t ready yet or do not have the need or money or both.
Ask as many questions as possible during the sales process. Questions only lead you to find the real objections, find the real needs, know the budgets, get to know the decision makers and buyer’s perspective of your brand / product / company.
Unless you face the objections and solve them you will lose it to your competitor. If there are no objections, then it means there is no need or you simply haven’t sold enough.
When you reach the closing stage in the sales process, ask them if they would need the delivery in a week or can they afford to wait for a fortnight. Would they prefer to get their people trained at their office or at your office?
Create the need if there is no need in the first place. Make them want it. Keep feeding them. Grow the relationship. Become the only face to remember for their needs.
“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs
Early in the Sales Process, write down the reasons the prospect may have for not doing business with you or for not buying now. Try to address those. If it’s not possible to address them, drop it and move on to the next prospect.
Have you implemented this for any other customer in our Industry?
What’s the RoI?
Can you provide me a cost savings calculation with your solution Vs competitor’s or Vs current systems.
How long will it take for you to deliver?
Understand what stage the buyer is in right now and align with the buyer accordingly. If you are behind, it will be an insult to the buyer and if you are ahead then it would mean you are jumping the gun and in a split second the buyer would have got his reasons to reject you. Now, the prospects do their homework online prior to calling you, the salesperson.
It’s a marathon and not a sprint. Sales is not a sprint but a marathon!!
We get it. You have monthly targets to meet. But that’s not the prospect’s problem. They are not there to solve your problems. On the contrary, you are there to solve their problems.
All of us like to buy. Don’t we? We think the product or service that we are buying is going to make us a super hero. It is going to make us look modern. Belong to a cult. Put us in the upper crest. Will help us reach our goals. Make us knowledgeable. Make our lives easier, comfortable and efficient. Now, help the prospect achieve his / her goals and help them buy.
Happy Selling!! [I hear you ask: doesn’t this contradict the 15th item above? :)]