Do you want to take the crucial step to protecting your organization today? With that in mind, maybe we should move to the actual agreement. These lines are a great way to cut to the chase. You and this customer have worked together before, you each know how the other operates, and they clearly know how beneficial your company has been if they had the good thought to close a deal with you before.
Keep these lines in mind, or even on your desk in order to always be prepared, no matter what obstacle your sales journey throws at you.
These are issues that sales vets and newbies run into alike. Our new e-book provides additional tips and advice for salespeople of all skill levels.
Free Inbound Marketing Playbook. Free Guide: Take your inbound strategy to the next level Master the 7 principles of highly effective inbound marketing Dramatically improve your inbound sales Get more buy-in at your company. Read it now. For Sales Leaders and Sales Teams. Deal breaker 1: Sounding Salesy Authenticity is something many salespeople struggle with.
Tell a Story There is a huge difference between reading off a sales script and telling an informative, relatable story to your lead. Slow Down Moving along a deal too quickly not only jeopardizes your chances of closing, but it may also make your client wary and uncomfortable. Deal breaker 2: The Buyer is Stalling Every salesperson has been in this position. Create Some Urgency Fear of missing out is one of our primal senses, and it can be a powerful motivation tactic. Minimize Hesitation Sometimes customers stall when they have qualms, questions, or confusion about a deal.
Increase Their ROI With Your Company Your client decided to do business with you in the first place because they believed you would make their business more profitable in one way or another. Start Closing! Take your inbound strategy to the next level Master the 7 principles of highly effective inbound marketing Dramatically improve your inbound sales Get more buy-in at your company. Published on August 16, Don't forget to share this post:. Recent Articles. By Kimberly Marshall on November 8, 9 min read.
By Chris Marr on November 4, 6 min read. By Kevin Phillips on November 2, 5 min read. By John Becker on October 28, 5 min read. By Kimberly Marshall on October 18, 4 min read. Content Marketing. By Kimberly Marshall on October 12, 10 min read. By John Becker on September 23, 4 min read. By Kimberly Marshall on September 17, 8 min read. Content Strategy. By Kimberly Marshall on August 30, 11 min read. Someone years ago said the customer is always right. You never really know the true character of a business or an individual until something goes wrong.
It is how you handle these issues that define you. Handled correctly, the angriest customer can turn into your greatest cheerleader. Remain polite and considerate — it pays handsome dividends in the end.
The best sales closers and copywriters use humor to sell. When faced by a customer wanting an extra discount an old-time sales closer I knew would say:. It got a smile just about every time and more often than not, the sale. When you make people smile , they relax and often forget their objections. With the possible exception of the funeral business, humor sells! Humor does not have to apply exclusively to the closing process, it can be used in your marketing and lead generation as well.
For examples of how you may use it online, our friend Neil Patel article has a great article on using humor in your content marketing you should check out.
As Victor Borge said: Laughter is the shortest distance between two people. When you are in the company of a master sales closer it is as though you have known each other all your life. The master sales closer knows how to build rapport and create trust. My friend and mentor Craig Ballantyne is a master at connecting with his audience and building rapport. You see, Craig describes his students as his family. Instead, they guarantee your success. The best sales closers make you feel like family — you want to spend time with them and you want to buy from them.
Timid salesmen have skinny kids is a book by Judge Ziglar. It is also one of my favorite sales quotes! To succeed in selling you have to be brave. Overcoming fear of rejection is perhaps the greatest obstacle for any salesperson.
The top sales closers interpret No and rejection differently — they appreciate e very no is one closer to a yes. They have confidence in their ability, confident that whatever the prospect responds with they can handle it. One thing that sets the average salesperson apart from the top sales closer is how they plan their day. Plans will change and delays will happen but whatever happens, the top sales closer will make the best of it.
Above all, the top sales closer does not confuse being busy with being productive. For example, if an appointment gets canceled or changed around, the average salesperson will have a coffee or catch up on gossip, but the top sales closer, on the other hand, would use that time to prospect or follow up with an existing customer. Time is your most valuable asset. This is a subject that divides opinion.
Let me give an example…. Some friends of mine recently released a new Plugin for Wordpress. From memory, they sold this Plugin on the basis that the first copies were one price, up to copies was another price and thereafter up to copies was another price.
After copies, everything was full price. Clearly, I was not as good a friend as I thought I was, as all copies of the lowest priced option had gone by the time I knew about it.
I inquired would it be possible to but at the copy price? But the response was clear, all copies had gone. I bought at the price. There was a reason why my friends offered this special pricing. They had invested a significant amount in development and wanted to recover some of that cash ASAP — hence the special initial pricing.
There has to be a reason why the prospect must take action sooner, rather than later! Another example…. Have you ever bought a Limited Edition? We have limited editions of coins, cars, trainers, art print, watches and just about everything you can imagine.
This is an everyday example of scarcity selling! A wise old closer told me to think abundance — but sell scarcity. Wise words to remember in business and in life! Very important — once an offer expires, it has expired! If I had been able to buy at the copy example above that would have been False Scarcity — and that is wrong! It has been my privilege to hang out with some of the best sales copywriters on the planet.
In their writing they always…. Inject scarcity — Find a way to deliver this…via increased price, limited time, etc. Call to action — Be specific and tell the reader what they need to do right now.
Still struggling with the ethics of scarcity selling? It is unwise to pay too much, but it is worse to pay too little. When you pay too much, you lose a little money … that is all. When you pay too little, you sometimes lose everything, because the thing you bought was incapable of doing the things it was bought to do.
The common law of business balance prohibits paying a little and getting a lot … it cannot be done. If you deal with the lowest bidder, it is well to add something for the risk you run. And if you do that, you will have enough to pay for something better. Sum Tertius is Latin for I am third. One of my all-time favorite books on selling is The Closers.
It is not a politically correct book! But if you are serious about understanding selling face to face, it is essential reading. Putting yourself third is how you become No 1 in sales and business.
It is a strategy I have used throughout my business career. What does that mean to a sales closer? This may surprise you, but you should also know when not to sell something. As my sales career progressed, I became the master sales closer that prospects fell in love with. But with that comes responsibility. A responsibility to always do the right thing and to never abuse that trust. For starters, only ever promote products you believe in and have used yourself.
When you build a large list online, you could be tempted to promote all sorts of dubious offers just for the commission. The Master Sales Closer knows that and you should too. Be honorable, not selfish.
Commit to making the world and society a better place. In the end, your opinions and what you think, count for nothing. Hesitation can be helpful. Hesitation may uncover needs that may help you close more sales. They may feel like their grip on the sale is slipping, so they scramble to tighten their grasp. Much too often, that tightening causes the sale to slip through their fingers like grains of sand.
So how do you hedge the hesitation while moving the sale forward? You asked questions. You needed time.
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