Tips to help you close sales deal

The Star (Kenya) - - News - BY SA­MUEL MPAMUGO Twit­ter: @Sa­muelM­pa­mugo Blog: they­ouide­ol­

On a ba­sic level, a sale is an ex­change. In a com­pet­i­tive mar­ket, this sim­ple an­gle is vi­tal for sales suc­cess. So how do you ap­ply this think­ing to help you win and in­crease sales in the mar­ket­place? To do this, you have to think about the el­e­ments that en­sure suc­cess­ful ex­change.

One el­e­ment is trust. This is a huge as­pect of sales. No trust, no sales. The ex­change in a sales re­la­tion­ship must be mu­tu­ally ben­e­fi­cial to all par­ties in­volved – hence, trust is a must. Can the en­trepreneur be trusted to con­sis­tently de­liver on what she has promised? The lack of trust al­ters the flow of any trans­ac­tion. If this is true, what sys­tems do you have in place to cre­ate and sus­tain trust? Sales is no mys­tery.

In ad­di­tion to trust there’s the prin­ci­ple of com­mon in­ter­est. The en­trepreneur’s pas­sion and the cus­tomer’s need must have a meet­ing point for sales to oc­cur. If you’re pas­sion­ate about real es­tate, you’ll make money from peo­ple who want homes or busi­ness space be­cause your pas­sion is in line with their need. You must align with your cus­tomers’ in­ter­ests to keep them in­ter­ested.

An­other prin­ci­ple to con­sider is why? This is one of the big­gest chal­lenges for many en­trepreneurs. I know you’re ea­ger to make sales, but why should peo­ple buy from you? Do you have good rea­sons? And most im­por­tantly, do prospects agree?

Sales is an ar­gu­ment in the mar­ket­place. And like a lawyer in court, if your ar­gu­ment is strong and good enough, you win. If not, you lose. Cus­tomers will not part with their hard­earned cash with­out a good rea­son. To sell suc­cess­fully, you must have strong sup­port for your ideas and tell us why we should pay what you’re ask­ing. In this case, a weak ar­gu­ment means weak sales.

There­fore, in­stead of en­gag­ing tra­di­tional sales prac­tices that now put peo­ple off, ed­u­cat­ing prospects is the new and bet­ter ap­proach. Since peo­ple want to know why they should buy from you, you’ll need to find ways to teach them. Skilled sales peo­ple en­gage cus­tomers with the aim of mak­ing them bet­ter in­formed.

One last prin­ci­ple: be au­then­tic, no gim­micks. It’s easy for peo­ple to see through shady deals. And once a buyer senses your crooked in­ten­tions, they move on. To sus­tain sales, you have to be sin­cere. Th­ese days, fraud­u­lent en­trepreneurs get cru­ci­fied on so­cial me­dia – you don’t want that. Stay truth­ful about your of­fer­ing and sales will be your re­ward.

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