The Art of Closing With Confidence
Closing is one of the final stages in a sales process, so why is it always so scary? Maybe because so many things can still work against you in those final moments before clinching a deal? Here are a few tips on how to close with confidence.
OFFER REAL SOLUTIONS
The old way of selling- that is, by arm-twisting, forcing or ‘over-selling’ to prospects is extremely passé. In the age of content marketing and browsing-as-research, prospects do not need you to coerce them to buy your product. Instead, they want a vendor or consultant who can understand their situation and offer them a working solution. You cannot trick the customer into buying from you. The only reason someone will buy is if you have built a strong relationship, understood their concerns and have found a way to add value to their business. When you offer a solution in this context, you will appear more confident and the chances of closing are higher.
MOVE QUICKLY TO CLOSE QUICKLY
There will be several situations where the prospect is willing to commit to your product- but in their own, leisurely time frame. Timing may be very important to you, but for the prospect, not so much. If required, it is upto you to create that sense of urgency to ensure that the deal follows through quickly. Grab their attention with some concessions- offer them a discount, free servicing, extra coverage- an incentive provided they sign on the dotted line ASAP. Once you get a verbal expression of interest, work quickly and move towards a written commitment.
KNOW THY MARKETPLACE
If the prospect does not buy from you, then he is likely to buy from your competitor. So you need to be aware of what the competition is willing to offer and up the stakes. Do not lie and offer the prospect something you cannot deliver, but enhance the benefits of your products and demonstrate how they offer the best solution. In order to stay ahead of the competition, you need to know the marketplace inside-out. Continuous learning, reading, interactions with past and present clients- put the wisdom you have gained from these experiences into your next sales call. When you know what you are talking about, you exude more confidence.
DO NOT BE AFRAID OF REJECTION
The reality of the situation is that not all deals close. There will be prospects who reject you and your product. Sometimes, the timing is not right. Sometimes, you can’t meet their expectations. When you are faced with these situations, it may be better to walk away than fight a losing battle. Do not be afraid to hear a ‘no.’ Look at it as a chance to dig deeper and understand what you have missed during the sales process. Prospects appreciate salespeople who are secure and smart enough to handle rejection.