Good closer has a strong desire to close each sale. Are you a good sales closer? Let us examine the qualities of a Good Sales Closer:
A good sales closer has the following qualities: Has positive attitude about the capability of a product that would benefit the prospect. Good knowledge of their customers makes their presentation suit to each specific person’s needs. Always prepares for each call. They take the time to carefully determine the needs of their prospects and customers by observing, asking intelligent questions, and most of all by eagerly listening to them
Always looks out for closing or buying signals when the prospect is ready to buy.
Try to be always persistent in closing a sale, even if the prospect says “No”. The salesperson should determine where he/ she had gone wrong.
The salesperson can determine the nature of the objection and then proceed to the presentation. A trial close would help to determine nature of objections.
Always remains positive even if the prospect persists to show some resistance to buying signals.
Asks for the order and remains silent until the prospect responds.
Would always move on upon getting the order and avoids doing anything to the contrary that may endanger the sales.
A minimum of three closes, can considered a success for salespeople. Three to five well developed and executed closes would not offend the prospect. However, trying to attempt more than three to five closing would be futile, and waste of personal time. It is better to bow out and count yourself out of that sale.
In order to close effectively, never take the first “No” from the prospect to mean an absolute refusal to buy.
You must be prepared to face the anger and hostility of the prospect or buyer.
Be prepared to ask even if there is hostility towards you, the most you can lose is that you can encounter an angry exchange of words or verbal assault from the prospect or buyer.
The prospect will eventually cool down and return to his/ her senses.
However, avoid any attempt on the part of the prospect to engage the assistance of any third party (secretary, personal assistant or security guard) to remove you forcefully from the premise. It is better to leave before such situation arises.
Firstly, the reason why salespeople fail to close a sale and take an order is that they are not confident in their ability to close.
Secondly, salespeople often assume that the prospect does not need the quantity or type of merchandise, so they conclude that the prospect does not need to buy. The salesperson must realize that the decision to buy or not buy is wholly the wish of the prospect.
Finally, the salesperson may have not worked hard enough to develop the customer’s profile and benefit plan, thus resulting in poor presentation. Be prepared to develop a well-planned and well-rehearsed presentation .
Use the visual aid works in discussing the business proposition and when closing. The visual aid helps the prospect or buyer to conceptualize the closing of the sale and thus gives a positive picture of product or service to be sold. The salesperson can be more confident and assertive to close the sale. There is higher probability that the prospect or buyer will consent to buying the product. Had it being conducted without a visual aid the chances of success is more dependent on personal skills of the salesperson.
Good relationship, success and ways to accept rejection
However, there is a possibility that the sales will not arise even if all the effort put in by the salesperson goes to waste. What should the salesperson do?
Remember the world is your playground, act as a professional do not take the buyer’s denial personally. But recognize it as a business decision that the buyer must make given the circumstances.
Be courteous and cheerful, be grateful for the opportunity to discuss your product.
The proper handling of a no-sale situation actually helps to build a good business relationship with your customers by developing a spirit cooperation. Learn from your success and failures to gain momentum in all your future business undertaking.