Closing sales can be difficult any time of the year, but closing during the holidays for some businesses can be challenging. The holidays are a time of year when prospects are busy. So you really want to engage the prospect, get their attention and show them why they need to buy your product from you.
Some local areas have implemented Small Business Saturday to follow Black Friday. This is one strategy that may prove profitable. Once you get the prospect to you whether it be Small Business Saturday or Black Friday how to do close the sale?
Closing techniques you may want to start to implement:
- Communicate through Mirroring & Matching
- Finding the pain
- Be Positive & Pro-active
Use effective communication skills. When communicating effectively you build trust and create rapport with the customer. People tend to buy from people they know and like, so communication by using skills like mirroring and matching. If you’re not familiar with these terms, mirroring means that you use the same body language, postures, breathing and gestures as your prospect. Matching means that you use the same style of language. Match the prospect’s communication by using the same speed, tone, pitch and word patterns.
Build the pain. It’s the salesperson’s job to identify a prospect’s “pain” and offer solutions. In other words, you need to get prospects emotional about their business problems. When a rep can offer a real solution, price issues melt away.
Top sellers are pro-active, not reactive: When you look at high achievers in any field, the first thing you’ll notice is their high energy. Those who are pro-active don’t sit back and wait for things to happen, they make them happen.
When you call on a customer with energy and enthusiasm, it conveys that you believe in your product or service, and are excited about what you have to offer to the customer. There is a catch however – the enthusiasm must be genuine. If you can convey genuine enthusiasm about your product, you’ll most likely gain the prospects ear to hear more about what you are selling.
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