There comes a point in any sale where it’s appropriate the ask for your clients business. Sometimes, this can scare off many agents who fear offending the customers who they’ve been steadily building rapport with. If you are concerned about sounding pushy whilst on sales calls, there are a number of techniques to use that will help you close the deal – whilst maintaining good relationships. This is something every sales person and company deals with, even at Blue Telecoms when we offer our range of dialler systems.
In this guide
The primary aim for most sales people, is to create a desire in the minds of their customer. To achieve this, we have to give the prospect enough compelling benefits to the product. Sometimes, people confuse the simple features of the product they offer with benefits; however, they’re often completely different things (although one is often derived from the other).
For example, think about a car. For most people, getting from A to B is all they ever want from a vehicle – yet what happens if we look at things from another angle?
- Feature – What is it? An extremely cheap new car.
- Action – What is does? Allows you to drive from A to B.
- Benefits – What can it do for you customer? If you’re not confident about buying a second hand car, why not purchase a completely brand new car for a little more money. You’ll get from A to B safe in the knowledge every part of your vehicle is brand new!
Using this example, why not try and see if you can match a feature of your product with a client desire? The most important thing here, is to ensure you’re matching a feature of your product, with a pain or desire that your client has already.
Making the client say yes
During a sales call, you might not have realised it but many prospects will actively give you hints they’re eager to buy during the call.
- They agree with almost everything you say, even asking more questions.
- They’re eager to respond to your questions.
- Their tone of voice is upbeat and happy.
- When they ask questions, they keep it specific.
- They want to know more, especially if they’re beginning to handle their own objections.
You can listen out for these queues on every sales call you make. Ultimately, if you can pick up on these subtle hints, you’ll become better at building rapport.
Expect to hear a yes!
Sometimes, you may find yourself constantly talking during a sales call; however, it’s often helpful to simply ask your customer if they’d like to go ahead. It’s important that after you pose the close question, you stay silent to allow the customer to respond. Occasionally, you will find prospects who are sold on the product you’re selling – they wish you’d just cut to the chase!
Simple closing techniques
Alternative – This technique attempts to offer two competing options for the customer.
“So would you prefer our Pay as you go or unlimited package?”
Why it works? Helps a customer to make a final closing choice.
Informational – Try to present the packages in an informational, low key way before recommending an option.
“Our standard package is £100 and our upgraded pack is £150. Looking at your usage, you would be better looking at our upgraded pack.”
Why it works? Helpful within industries that require you to be factual and clear, such as insurance. You’re still helping to nudge the client towards a final decision though.
Assuming the sale – You’re confident you’ve covered everything. The product is just right for the client, they just need to sign.
“This package is just right for you, so the next step is to order. Would you like to do this now?”
Why it works? You might have already pick up on your clients eagerness to proceed. Rapport is strong and you feel the client could close quickly.
Summarising – Summarise everything discussed, before asking if it’s okay to proceed.
“From what you’ve said, our premium option is exactly what you need. Would you like to go ahead?”
When looking to close on your prospect, it’s important to get your words and the way you present them perfect!
- Try to match the level of voice used by your customer.
- Do allow pauses for your client to have their say.
- Try to match the pace your client is using.
- Vary the tone of your voice so that you sound invested in the conversation.
- Allow time to breath.
- Avoid the use of jargon.
- Try to keep sentence short and avoid lengthy speeches.