Top Two Ways to Close More Sales
You found a prospect and got the appointment, now what? It's
time to decide if this person or organization is in need of your
product or service. It's time to find the problem you can solve
and then present your product or service as the solution.
Selling Tip #1: Find the prospects problem
The BEST way to implement this selling tip and discover the true
needs or problem of a prospect or client is with proper
questions. Questions allow us to gather important information,
which enables us to help our clients. When we ask questions in a
professional manner we establish the most important aspect of
the sales process - TRUST. When you ask questions that show a
sincere interest in the prospect they'll learn that you're not
just another salesperson trying to take their money. They'll
discover that you are truly interested in helping them.
When you ask questions to uncover the prospects problem, you
should ask the question and then shut your mouth and listen for
the answer. Tom Hopkins says "you have two ears and one mouth,
you should listen twice as much as you talk." Keep asking
probing questions until you and the prospect are clear about
their specific problem.
When using this selling tip, don't rush through this part of the
process. It's important you both understand the problem before
you present the solution. Unless the prospect sees, understands
and believes there is a problem, there is no problem and no need
for your solution.
Selling Tip #2: Show how your product or service will solve
their problem
Now that you know their problem you can provide them with the
solution. When you provide solutions you show them the benefits
not the features of your product or service. A feature is what
the product or service is. A benefit is what the product or
service does.
An important point to remember, every prospect is interested in
WIIFM (which stands for: What's In It For Me?).
"Antilock brakes" mean very little to the average driver until
you explain they may prevent dangerous skids on slippery
highways. Six inches of insulation mean nothing until you
translate it into lower heating and air conditioning costs.
People want to know what benefit they'll receive when they
purchase your product or service.
The most important part of this selling tip is pick the single
biggest benefit that your product or service provides and lead
with it. If you lead with the best first you will get the
prospects attention immediately and many times it's the only one
you need.
In closing I want you to answer two very important questions
about your product or service.
What do you sell?
What do your prospects buy?
I encourage you to take the time to give these simple questions
some serious thought. The answers you come up with may determine
your degree of success or failure in sales. And by the way, if
your answers match, then you are miles ahead of your
competition.