5 Ways to Close Deals When Others Can't

In today’s tough economy, most prospects are thinking twice before buying. That means everyone in your business needs to go above and beyond to win them over as a loyal customer. Here are five ways to build credibility with prospects and establish relationships that lead to more sales:

1. Listen first, sell second

Good business people enter sales situations with a list of questions geared toward allowing prospects to explain their greatest needs. Listening sends a clear message that you’re interested in the prospect’s needs, not your own. Probing is a great way to ensure you don’t focus on benefits that have no bearing on the prospect’s situation.

2. Make it specific

Once you’ve determined where the prospect’s needs might be unmet, and you understand their priorities, re-angle your presentation to focus solely on those points. Acknowledging your prospect’s priorities and challenges while offering solutions is a great way to establish trust.

3. Solicit commitments

Top closers set a goal to move the sale forward at each meeting. One meeting may focus on getting feedback on the product/service and how it might work for them; the next might focus on terms and conditions. Each step moves the prospect closer to a final “Yes.”

4. Establish credibility

Prospects want to feel as if they are making a great decision to buy from you. That’s why we recommend keeping a file of testimonials from loyal customers who sing your praises. You'll discover it's the fast track to establishing trust and credibility.

5. Provide exact details

As you move closer to ending the selling process, explain the terms of the contract, how it works, warranties, etc. Discuss what happens after the sale and the support you’ll provide. Close the sale with the prospect feeling good about doing business with you.

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