Closing a sale is the end goal for many business owners but often knowing how to close the deal is a challenge.
Here are three ways to improve your sales approach:
Remove your agenda
A sales prospect can usually identify when a salesperson is running off an agenda. The salesperson comes across as pushy, they don’t match the prospect’s concerns with the product or service on offer, and they don’t give the prospect much time to talk. This approach can appear insincere and impersonal, thereby creating the opposite effect and driving the prospect away.
Dive into the prospect’s concerns and challenges by asking them questions to see if your product/service is suitable. Find out what is important to them and their expectations. If your products/services are a solution for them, pitch them or provide alternatives. Do not expect that your product or service is going to be a solution for everyone.
Value is a critical factor in a prospect’s purchasing behaviour. Using value-based selling can be helpful at generating more sales as it focuses on addressing the prospect’s problems by showing them the benefits of your product/service. Furthermore, providing examples of results, client testimonials and so forth can demonstrate more value to the prospect.