The most important part of the sales cycle is closing the sale. From overcoming objections to answering every question the prospect has, a lot of time is spent trying to close a sale. Below we’ve listed a few tips to help you be more successful.
Become an active listener. Make sure to pay attention to voice tones and the questions being asked by your prospect. If they are asking clarifying questions or the pitch of their voice gets higher, they are showing you signs of interest.
Speak Confidently –
You are far less likely to close a deal when the prospect can sense your nervousness. When you are confident you build confidence in your prospects and customers, removing any doubts or fears they may have about you and your solution.
Sell the Value –
Make sure the benefits of your product are easy to understand and relevant to your prospect. Identify the immediate benefits associated with your product and highlight its features. Storytelling can be powerful too. Mention a customer you’ve recently helped that was in a similar scenario. Real-life examples help show your products' value to prospects.
Offer Choices -
If you can present a few options, this will show that you’ve done your homework and that you understand the needs of your prospects. Consult with them on each option. Then, based on what that prospect has told you, recommend the solution that best fits his or her needs. After you consult, ask: “Which option would you prefer to have for your coverage?” Then, let the prospect tell you the option they prefer.
Prepare for Last-minute Objections –
It's common for a prospective client to make objections about your product or services. The good news is most potential objections are predictable. This means you can plan ahead for how you overcome their objection. To improve your chances of closing the deal, prepare your answers to objections before the call.
Ask For the Sale -
Once you’ve managed the objections and feel like they have an understanding of the solutions you provide, ask for the sale. If they push back, that’s your cue to ask more questions about their needs.
Bonus Tip: Use the word “we” whenever you can. “We” indicates that you’re a pair or a team. Let the prospect know that they're joining you AND a group of people who share the same values.