Do You Want To Buy?
To successfully close a deal one very simple closing technique is to continually ask the prospective customer if they want to buy. Most people will wait until the entire presentation is completed, and maybe even let you leave, without saying a word. They need to be prompted to speak at times because they don't want to interrupt you. Throughout your presentation it is important to continually keep asking if they would like to buy.
Ask The Right Questions
Closing a sales deal can become easier and easier when you take the time to learn a few simple questions and continually rehearse them until you know them by heart. Besides knowing the right questions, knowing when to ask them is also very important.
Before you even begin to give your presentation, start you closing questions. These are simply questions for the customer that seem rather arbitrary, but are powerful for the closing itself. Questions like;
When can we meet?
For how long can we meet?
Where would it be more comfortable to meet?
These questions don't seem very important, but they put the customers at ease letting them believe they are in partial control of the presentation. Comfortable customers are more willing to enter into conversation with you about your product, ask questions, and are more willing to buy at anytime.
Another way questions are powerful is when you start to give the customers options for the product. Questions such as;
What color do you prefer?
How many would you need for your company?
What is the best time for delivery?
These questions are already planting seeds of sale in your prospective customer’s mind.
Put Into Scripts
When you know what you want to say to a customer you always want to go in prepared with at least three scenarios, or scripts, in mind. These should be complete from the initial meeting at the door to the final good-bye. Know these, and study what you will say. Don't ever think that you can easily ''shoot from the hip'' in your presentation. Keeping things moving in the direction you want it to requires you knowing where you want it to go. Rehearse your script and enter into your sales presentation with it firmly in mind.
Your closings will increase considerably if you use these techniques in your sales presentations. As long as you stay comfortable and know at all times what you are going to say, and what questions you should ask, you should see more sales.
