Close Sales at a Higher Rate

by Head of Operations

I would like to know how to close sales at a higher rate.




Comment
To close sales at a higher rate you need to get past the basics in the interactions that precede the close.

What do I mean by that ?

The basics are:

• arriving at the meeting prepared (ie product knowledge + prospect knowledge)
  
• be in your best selling mood (state)
  
• have the best interest of your prospect in mind
  
• get a connection with customer (usually via dialogue)
  
• ask questions
  
• sell benefits not features
  
• listen
  
• handle objections
  
• ask for the order (if you need to)
  

To move on from that:

• learn how to build rapport without using words
  
• ask more targeted questions
  
• ask questions to understand how your prospect thinks and decides
  
• pin down your prospect's DBM and/or Criteria for buying
  
• talk in terms of your benefits to prospect's DBM / Criteria
  
• talk in the prospect's thinking patterns
  
• have objection handling so practiced that it's automatic to you
  
• make sure you have rapport at time of closing
  
• control prospect's emotions at time of closing
  

Do all of that and your closing rate (for qualified prospect's) will be around 80%.

Hope this helps, Greg

PS: I offer sales coaching on how to do these things.

Note: DBM = Dominant Buying Motive

Testimonial

Hi Greg,

I am forever grateful for your mission of helping salespeople around the globe to raise the bar of service in this profession through your free articles and sharing of experiences even offering to sales coach.

My perspective about selling raised to a new level since reading some of the articles yesterday... Marcelino

Testimonial

The info is very helpful and productive... Gurbir Singh

You can Contact me by clicking the button below