Ted Finch, of Chanimal.com, offers tips to help close a sale. Below are the top 10.
- Stay positive. Assume your customer is going to buy and never doubt his intentions to do so.
- Create a “buying atmosphere” for your prospect without being too pushy or pressuring him.
- Don’t use direct questions like, “Do you want it?” to pressure the prospect.
- Stay focused on your goal. “To be successful in closing, you must have the will to win,” Finch says.
- If the prospect appears hesitant, give him “one more reason to buy;” show him how you can help him before trying to close again.
- Continually reassure your customer that he is making the right decision by purchasing.
- In every presentation, always ask for the sale by asking the close question.
- Practice your presentation until you can flow smoothly into the close. It is important that there not be a distinction between the demonstration and the close. They should flow smoothly from one to the other.
- Ask for testimonials from satisfied clients so you can use them when you try to close with a new client.
- Keep your presentation simple. If your offer is too wordy and confusing, you could discourage your prospect, Finch says.