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IN THIS ISSUE 1 Fundamental Lessons From Nate’s High School Coach
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3 Picture-Perfect Destinations Reasons to Network With Fellow Franchisees How Your Area Franchise Developer Can Help Pumpkin Pie Parfaits Proven Methods To Become a Better Closer
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Perfect Your Ability To Close Sales
Here’s a situation you’re probably familiar with: You’ve got a prospective client, and it seems like they’re interested in your product, but no matter what you or your top salespeople say or do, they just won’t commit to the sale. If this sounds like your business, don’t panic! There are ways you can improve your closing skills that you can start doing right now! One of the most tried-and-true methods is the assumptive close. In this tactic, the salesperson proceeds under the assumption that the prospect already wants to buy. They won’t say things like, “Are you ready to buy?” Instead, they focus on saying, “How many of our products would you like to purchase?” Another often successful method is the “puppy dog close.” This is a common tactic that involves offering a free trial or sample of your product to the prospective client in hopes they will fall in love with it and continue with the actual purchase. However, improving your closing skills means nothing if you don’t put legwork into the actual sales process beforehand. When you try to sell to someone with whom you aren’t familiar, even just talking with them can be difficult. So, you need to make an effort to know
each customer and their potential objections. Take some time to figure out who they are and why they’re coming to your business for your products or services. This will help you figure out what objections they may have so that you can develop a plan to combat their doubts.
Lastly, know when to give up on a sale. You aren’t going to be able to close with every customer who walks through your door, and that’s okay. When prospects fail to show interest in closing after multiple meetings, it’s time to focus your efforts elsewhere. If you get too caught up in one unlikely prospect, you may miss out on more promising opportunities.
If you take the time to learn and train your team on different selling techniques, you will begin to notice an increase in sales before long.
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