As they say, “Always be closing!” However, it isn’t so easy to close business deals, especially when customers want the best value for money. But don’t worry, as there are some steps you can take to make it easier on yourself and them, such as understanding needs and authenticity.
Face-to-Face Professionalism
There are many subtle yet overlooked factors that influence a buyer’s perception and ultimate decision. From meetings and trade show floors, to networking events and workshops, there are many places where the right look, feel, and connection are paramount. Face-to-face professionalism goes a long way in a digital world, and working with ID badge printing services for accessories like lanyards helps keep potential customers informed while you stay credible.
Understanding Customer Needs
So, why is a customer even interested in your service or product? They have a need that needs to be met. That’s pretty much it. No esoteric meaning, no hidden agenda! Just plain need. Therefore, you can confidently approach customers when you understand what they need. Even before pitching, take the time to make discovery calls and research pain points specific to the customers interested in what you are selling, to overcome the challenges when selling.
Close Business Deals by Detailing Value
The average sales and closing rate is between 15% and 30%, but varies a lot between industries. But no matter your sector, maximizing sales potential relies upon various factors, one of which is detailing the value of a service or product instead of just listing the features:
- Differentiate your product from your competitors and explain how yours is better.
- Educate the customer on how the product or service will benefit them moving forward.
- Research the product or service so you can answer any questions with confidence.
Closing a deal isn’t easy. However, customers are more open to a presentation when they can see the value of the product or service instead of a boring list of features offered by others.
Stay Transparent and Authentic
Customers today are much more aware of sales methods. Or they at least think they are. Either way, modern sales have become much more challenging. There is no longer a place for push tactics and learning techniques. In fact, any reputable sales firm would condemn such methods as immoral and unethical. So what can you do? Believe it or not, an open and transparent, authentic approach works even better because it almost immediately establishes mutual trust.
Buyer Signals and Closing Techniques
So, when do you go for the closing of the deal? This is a skill that comes from experience and understanding the entire process. Most customers will give off cues, verbal and non-verbal, that indicate they are willing to buy. This includes incrementally increasing engagement, questions, and body language. Based on these signals, close by being respectful and summarizing the key benefits of the product or service, while creating a sense of urgency and guiding a decision.
Summary
Face-to-face interactions and professional engagement are small details that can help close business deals with almost anyone. However, it also helps to demonstrate value instead of just listing features. However, you will learn buyer signals and closing methods through experience.
