Finalizing the sale is one of the last stages of the commercial process, during which the customer buys a given product or service or signs a contract. Closing sales for many traders is quite a problem. Fortunately, there are some simple techniques that can make the process a lot easier. How to effectively close the sale?
Effective sales completion in 3 steps
You should think about finalizing the sale before talking to the client. The salesperson should imagine the positive course of the meeting and go there with a vision of success. Many salespeople, especially beginners, conduct business meetings without any preparation, and therefore do not achieve maximum results and are not successful. Visualizing a successful conversation and having a good attitude is essential!
It is very important how the salesperson asks the question about closing the sale. Keep eye contact and smiling with clients when asking for finalization. A smile emphasizes a positive attitude, and looking straight into the eyes - confidence and honesty. After asking the final question about finalizing the sale, it is worth keeping silent. The silence after the final question puts pressure on the customer, who is more likely to agree.
When finalizing a sale, you have to ask simple, uncomplicated and not too complex questions. The more direct they are, the better.
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Sales Closing Technician
And how does the finalization of the sale look in practice? A salesperson may ask the question "So what, are we signing a contract?" And then be silent, waiting for the customer's decision. Other effective questions are: “And what is your final decision? Will we establish cooperation? "Or" What color do you take - black or blue? " (putting the customer in front of the fact - he does not think about whether he wants to buy a product, but thinks what color to choose).
According to Huthwaite's research, the use of sales finalization techniques increases the efficiency of the entire process and allows you to generate higher profits, and thus allows you to avoid negative consequences related to possible drop in sales. Skilful management of the entire conversation and thoughtful closing of the sale is a recipe for success!
