1. Bottleneck customer’s options
As a salesman, it is very important to reckon the needs of your client and provide him what he actually wants. After judging the customer, the options provided should be constricted to a few best choices. You should make him empowered and confident in his decision with a sense that, “I have got the power to decide.”
People usually get confused when they have lots of varieties to choose from so they get afraid of making the wrong decision and are hesitant to buy anything from the selection of varieties that you present them. It is more convenient for prospects to delay the purchasing instead of buying it right away, as there is no rush. If you want to close a sale then don’t let your prospect walk out.
Your sales will dramatically fall if you are unable to close a deal in first or subsequent visit of a customer. So you need to give a best shot to turn the visitors into buyers.
2. Provide your customers a reason for buying:
Being salespersons, we have to give people a sense that, “If I won’t buy now, I wouldn’t get it later”. In fact, we will be moving the fence sitters who take a lot of time to decide with an unwilling behavior to buy certain products with alternatives.
You should reassure that you completely get the picture of the type of the prospect’s problem and you sincerely give him an economical solution. It is my common practice that I imitate things to my customer and this parroting back induces any of the given points which tell me what the client is really looking for:
a. There is more consent of the prospect and an intimate environment develops with great understanding between us.
b. He will straight away give an objection.
4. Handle Objections using the “ART” tactics:If the prospect has queries, he is curious whether you have enough knowledge and proficiency to satisfy his concerns and you can effectively handle any kind of circumstance that may arise. The best tool for such a situation is the “ART” approach
• Acknowledge: I have gone through this.
• Relate: My experience is almost similar to as described by you, tell a mini story
• Target: I experienced that this is better than the other one
It’s your turn to ask a question now. Like:“Jack, I know what you feel when you spend money and don’t get a product that satisfies your demands. Similarly, I have bought a lot of gadgets a few days back but it was quite disappointing that I never got what I paid for. I recommend you to consult these people who got genuine results due to my sincere help (display a list of contacts with their titles, company names and phone numbers). If you contact any of these referrals would your fears go away and will you get to the decision and make the purchase?”
5. It’s Time to use the “What” Question:
It usually happens that people sometimes are hesitant in sharing their objections with you and give vague responses. I think, there is nothing wrong if you straightaway ask, “Jack, I think that there is something that is bothering you. Would you mind if I ask:“What is bothering you? Is it the expense?”
“Jack, I know that you are really looking for some solid reason for purchase, I can’t give it away, until you tell me what is the win?”
It is the point when iron is hot and you should strike it and get the prospect buy the stuff. You may ask him:
“Jack, how can you put it together?”
These 5 steps can really help you in closing the sale and you can easily turn the prospects into buyers.
Article by Uzma