| If you really want to leave your competition in | | | | knowing the benefits of what it is you are |
| the dust, here are some proven sale-closing | | | | selling--who wants these benefits? Eskimos don't |
| techniques to ignite your closing stats. The author | | | | need your freezers. Jellyfish don't need |
| works in a $30k/month family business that was | | | | chiropractors. Know who needs and wants what |
| built on one main principle: excellent sales-closing | | | | you're selling, and why, and your close ratio will |
| technique. This isn't more B.S. from another bull, | | | | skyrocket. |
| this is the real-deal from a real-world salesman. To | | | | 3) Know what your goal is. You wouldn't go to |
| succeed in closing sales, you absolutely have to | | | | the airport without a destination in mind. At the |
| know 3 things: 1) what you are selling; 2) who | | | | same time, it is a complete waste of time to |
| would buy; 3) what your goal is. | | | | walk out of your front door or email a list of |
| 1) Know what you are selling, and to make it | | | | prospects (or what have you), trying to close |
| easier for you: you are NOT selling a product or | | | | some sales, when you have no goal in mind. If |
| service. You are specifically seliing the benefits to | | | | you're serious about your close ratio, then you |
| the customer that your product or service brings. | | | | don't have the luxury to leave your goals behind. |
| You want to know the features of what you're | | | | If you're going to be a true success at sales, you |
| selling, but the real magic happens when you | | | | must have real, concrete goals driving you. |
| know how to translate the bullet-point list of | | | | Having goals in mind is the third sales-closing |
| features into the problem-solving, life-changing | | | | technique in this article, but really needs to drive |
| benefits to the customer. Especially know why | | | | your every move. How many sales do you aim |
| the customer needs to buy from you versus | | | | to get? How many new customers would it take |
| your competition. Make the "Why?" questions | | | | to put some real money in your pocket? Ask |
| your ruling obsession to close more sales: Why do | | | | yourself how many customers you lose every |
| I want what you're selling? Why at that price? | | | | month. How many more do you want every |
| Why now? Why can't I just keep buying from | | | | month? Make annual, monthly, weekly and daily |
| "Bargain-Competitors-R-Us" instead of you? | | | | goals. |
| Answer these "why" questions and have | | | | In order to meet your sales goals, you'll need to |
| discovered the benefits of your product or | | | | know roughly how many customers you want. |
| service, and it's the benefits that you're selling, not | | | | Figure this out to the week. Then you can keep |
| merely features. | | | | yourself disciplined to meet the daily goal. The net |
| 2) Who would buy? Who is your customer base? | | | | effect of having a benchmark to meet is to keep |
| One of the biggest problems with poor sale-closing | | | | yourself progressing onward. Sales competitions |
| techniques is a lack of any market research. | | | | are a great way to keep a team motivated, if |
| Simply pounding the tundra as you strive to sell | | | | you have a sales team. Set the bar pretty high, |
| Eskimos freezers--even if you do happen to be | | | | but at a reachable level, and set the team loose. |
| Zig Ziglar--is a black hole of time. A powerful | | | | If you're selling by yourself, give yourself a goal |
| sales-closing technique is to know who would or | | | | that exceeds your bare-bones need. Who wants |
| would not buy your product or service. | | | | a mediocre business? The key to progressing in |
| This is more than simply finding the | | | | sales is to raise the bar, not lower it. Keep |
| fish-in-the-barrel; targeting your market also | | | | yourself motivated with rewards if you reach |
| means to focus on why they buy. The effective | | | | your monthly goal. This is especially helpful if you |
| closer or business owner will know his or her | | | | are working alone, to ward off laziness. |
| leading indicators (how many prospects to talk to | | | | Remember these simple, 1-2-3 sale-closing |
| in order to close "X" sales). The closer knows | | | | techniques. As you close more sales, your skills |
| where and why these customers buy from them. | | | | and finesse will grow, as will your confidence and |
| Surveys and mining your current client records | | | | customer base. You'll learn to perfect and tighten |
| for trends are great tools to understanding this. | | | | your numbers. You'll learn more objections and |
| This data allows is like a laser-guided bullet, allowing | | | | how to overcome them. This isn't a list of all |
| your sales force to increase their efficiency and | | | | closing strategies, but they'll help you maximize |
| your bottom-line. It is also directly related to | | | | your time and close ratio. Good luck to you! |