2. CREATING COMFORTABLE ENVIRONMENT FOR SALES CLOSURE

Q: Something is not right with the way I close sales because it often leads to problems instead of results. While others get to convert their prospects into customers, my effort leads to the opposite; they get turned off and accuse me of being “pushy”.

What can I do to get better results? - Pushy A: The issue could be that you regard a sales closure as a separate activity from the sales conversation, whereas it is all a part of the same process. What it means is you should continually feel and take notice of the closing signals when they appear during the sales conversation.

When you do it this way, you prevent yourself from being pushy but instead appear gentle and natural. Take note that today’s generation does not like pushy people. Bottom Line: Set your objectives realistically for the sales visit even if you know that you won’t be able to close the sale.

The most important thing is to have a good, honest and friendly conversation and trust that it will yield results in future.

So, engage in an “intimate” dialogue that makes the prospect feels comfortable. Ask specific questions to subtly check how close you are to getting the deal. Example are, “So, how do you feel about the product? and “Have I answered all your concerns?”

It’s important that you listen to what your prospect has to say and address those issues. In this way, you will move closer and closer to closing the deal. Powerful Questions:

• What questions will you ask to check the outcome of your conversation?

• What will you do to make your prospect comfortable?

• What behaviours should you avoid?

• How will you know your prospect is ready to buy?