Salespeople, do you want to boost your closing rate?
There are no magic formulas or easy solutions. But here is a list of sales tips and sales techniques that a successful salesperson, who was also my sales manager, shared with me to boost your closing rate to 30%:
The first sales tip comes directly from me.
1. You’re offering a solution. You’re not just trying to sell something. Your customer has a need. You have a product or service to fulfill their need or solve their problem. If you remember this, it should also help you move forward if you ever get “cold feet.”
2. Listen and ask questions. The more your prospect talks, the more information you will have to file away for later when you ask for the order. Ask them questions and questions. And remember, listen! You’ll discover their needs, their concerns and their objections. You’ll be in a better position to answer those objections when they arise.
3. Be Obsessed: Learn to love what you do for a living and have fun.
4. Use a presentation book with lots of pictures and you with smiling customers.
5. Listen to your customer. As Walter Haley said, “If you want to sell, ask don’t tell.”
6. Develop empathy for your customer’s viewpoint: “I understand . . .”
Another Walter Haley saying was “People don’t care how much you know until they know how much you care.”
7. See the prospect as your partner in the project. Sit beside them whenever possible.
8. Give the prospect all your attention and don’t get distracted.
9. Use a Talking Pad to take notes when your customer is talking and draw out ideas. It’s good to draw out ideas to illustrate a point as well. Once they see you writing, and then you pull out the agreement, it will also be natural to keep filling in the paperwork.
10. When I sold roofing for Home Depot, which has been the only time in my career I’ve been hired strictly for a salesposition, I learned to use a talking pad to list Home Depot’s competitive advantages, the number of people Home Depot used on a project versus competitors. It helped me when I got to the paperwork since I had already been writing. I moved easily into completing the paperwork and closing the sale.
11. Send thank you notes to everyone. Call all your customers who you did not close.
12. Keep in contact with past clients. On occasion, send cards to everyone who has purchased from you.
13. Plan your day efficiently. Use your free time to generate more business.
14. Stay organized! This may be the hardest habit for most salespeople, or those thrust into a sales role. Zig Ziglar in his book Secrets of Closing the Sale, wrote about a woman who stay completely organized. And instead of thinking a sales appointment was a chance to “close a sale” she saw it as a chance to make a friend and “open a sale.”
15. Take Pride in Your Work
16. Remember, the prospect is intelligent
17. Always work on improving your skills
Why, especially if you’re a veteran salesperson? Your mood changes, your prospects moods’ change, you may not face the same circumstances each time even if you come across the same objections.
18. Take time with the sale. There’s no prize for rushing. It also shows your prospect you’re serious about them and you care for them.
19. Keep your self image high.
20. Remember for each “no” you receive, you’re closer to a “yes.”
21. You won’t “sell” everyone. But you can make friends along the way.
22. Assume personal responsibility for the things over which you have control.
23. Speak like you’re talking to a family member or friend, not a “prospect.”
24. Assume the sale. They want to buy from you.
25. Ask assessment questions: how long have you been thinking about this web site? Why did you choose to open your business in this part of town? What made you decide to ask me to come out now? How long have you lived in your home?
26. Learn and tell true stories about pricing and project failures of competitors.
27. Ask for a glass of water.
28. Ask for the order. You may have to ask 5 – 7 times.
29. Try to add 1 or 2 of these behaviors at a time.