Say goodbye to old school sales tactics.
Close more deals, ella’s way
If you’ve been in sales for a while, you were probably trained in old school closing techniques. Times have changed, and tactics like pitching products, overselling, and being pushy (yes, this used to be a thing!) need to get filed away into the “do not use” archive.
The good news is there are smarter, easier, more effective ways to close deals:
Solve a Problem.
You wouldn’t waste time watching an infomercial these days, would you? Talking about what your product or service is or does is boring. Here’s what gets your prospects’ attention: speak to their pain. Let’s take it to a basic level – if you’re selling paper towels, it doesn’t matter that they’re soft or have 300 sheets per roll. What matters is that they will clean up your messes.
Walk into your closing conversation knowing the mess your customer is in, and teach them why what you’re selling solves that problem.
Let Your Expertise Fly.
You know what you’re talking about when it comes to what you’re selling – don’t shy away from sounding like an expert. Start the conversation as if you already know you have the right solution for the prospect’s problem. Chances are you’ve interacted with them more than once at this point, which means you’ve already asked them all the questions you have to ask. Additional questions shouldn’t be necessary if you’re really ready to close. It’s time to demonstrate your authority.
Know Your Next Steps.
If your goal is to walk away with a signed contract, make sure you’re ready to send that over as soon as you walk out of the room or end the Zoom. Your closing conversation shouldn’t just be another touchpoint – there’s a call to action that needs to be made that ensures you know the deal is closed, your prospect knows the deal is closed, and all that’s left is a signature.
In summary: put your fake enthusiasm in storage, trash your product pitch scripts, and start studying your prospects’ pain points. Follow the above advice for more enjoyable closing conversations – and a bigger book of business.