In sales, we want to believe that if we just say the perfect thing at the perfect time, then people will trust us and want to buy from us. Unfortunately, sales simply don’t work that way. The truth is that closing can be tricky, even for the most experienced salespeople, and there are no “magic words” that you can say to seal the deal with a prospective buyer.
Luckily, there are still tried and true strategies that can make closing easier for you. While these strategies are more complicated than simply saying the right thing, they are also some of the most effective tools to keep in your sales toolkit.
It’s All About Perspective.
Your surrounding sales can have a big impact on your success. For example, there’s a big difference between seeing a prospect as a person and seeing them as an income source. That will affect every interaction that you have with them, from your greeting to how aggressive you are while closing.
In case it wasn’t obvious already, the people you are selling to will likely not appreciate being treated like a walking wallet. When approaching your lead, you should treat them how you would want to be treated. Even if you can’t make your sale right away, it’s important to behave in a considerate and respectful manner.
Know Your Audience.
Every prospect is going to have a unique personality. That means they will respond more or less favorably to certain sales tactics depending on their prior experiences and temperament. Some people are more agreeable, some ask more questions, and some will want to steer the conversation entirely. Your strategy should be tailored to accommodate this difference.
One great way to gauge this is by keeping your prospect’s DISC profile in mind while communicating with them. A dominant personality type will respond differently than a compliant personality type to certain kinds of pitches. This is why listening and getting to know your prospect’s personality is a crucial part of the sales process, and shouldn’t be treated as an afterthought.
People are more likely to buy from people they like. The reason why is simple: People trust people they like, and they like people they trust. That’s why it’s so important to build rapport with your leads long before you ever try to close a sale.
This is often the easiest (and most fun) part of the sales process. It involves chatting with people, getting to know more about them on a personal level, and learning about their kids, their hobbies, their pets, and so on and so forth. If you have the gift of gab (which most salespeople do), this will be your bread and butter.
Focus On Helping.
Your goal as a salesperson shouldn’t be to sell a product to someone who doesn’t need it — it should be to help people by selling them something they need. That’s why you need to establish your prospect’s pain points before you ever pitch a product to them. Your pitch should then be focused on how your product or service will address these issues. This strategy shows the potential buyer that you are able to listen and respond to their needs.
By tailoring your sales pitch around individuals and their needs, you will be able to close more often and with better long-term results. While this strategy does take some investment in terms of time, it is one of the most effective ways to build relationships that can lead to growth within your business.