Posts Tagged ‘Closing The Sale’

Some people are surprised to find out that closing is only the fourth step in the sales process. There are two things that are important in closing the sale. Firstly, you need to be really clear on what you are offering. People must fully understand what your products or services are about. Secondly you must make it easy for people to buy from you. Now the reason that the step on closing is so far down the line, is that everything that you have done leading up to point is actually going to help you with your close. What do I mean by this?

What helps you to close the Sale?

You may have heard me talk about getting customers to respond to your offer. It helps to create consistency. I am a big fan of Robert Cialdinis book on Influence. In it he mentions the powerful influence that consistency has on people's buying behaviour. When they respond in a certain way it is natural for them to continue to act according to that initial response.

So getting people to put their hands up to show interest in your offer as a first step is actually going to help you close the sale down the line. Your initial contact and your subsequent follow up's are all parts of an interaction helps you to build a relationship with your clients. Each time you speak to prospects or send them a message you are feeding them more and more information about your product or service. In time they will know exactly what you offer and why it will benefit them.   So when the time comes for you to ask for the sale, it becomes an easy decision for them. They have all the information, they know all about you and there are few objections left to overcome.

Another way you can make things easy for your customers is to be able to accept credit card payments. Set this up so that you have a merchant account linked to your website that can process transactions online. This means that you don't have to be there for sales to take place. They can happen automatically. An essential part of building an information empire is automation, having systems in place that can send out newsletters and responses without you getting involved. Think about it, if you had to remember to send out a message to a different client each day of the week, would you really get around to it, and would you send out the right message? Automating this process not only makes your life easier, it actually improves your conversion rate.

Tools for Closing the Sale

•       Get customers to respond to your offer and express their interest. When they initiate interest it increases the chances of them buying from you.

•       Interact with customers and build a relationship with them. People are far more likely to buy from people whom they like and trust.

•       Automate your sales process. Put systems in place that makes it easier for you to follow up with prospects and close the sale.

•       Set up a merchant account so that you can accept online credit card payments. This makes the purchasing decision much easier.

Many people think that closing the sale is the difficult part of business. But as I have just illustrated when you have strategies and systems in place, closing actually becomes very easy. Make clear offers to your prospects, give them a good understanding of the benefits of buying from you, and make it easy for them to purchase. These simple things can help you close many sales.

Bernadette Doyle offers a free online small business marketing resource where you can learn how to WIN lucrative contracts and turn your small business into a Corporate Client magnet!

Access free marketing tips here:     http://attractcorporateclients.com/