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Sale-Closing Techniques to Fire-Up Your Close Ratio

Sale-Closing Techniques to Fire-Up Your Close Ratio

If you really want to leave your competition in the dust, here are some proven sale-closing techniques to ignite your closing stats. The author works in a $30k/month family business that was built on one main principle: excellent sales-closing technique. This isn't more B.S. from another bull, this is the real-deal from a real-world salesman. To succeed in closing sales, you absolutely have to know 3 things: 1) what you are selling; 2) who would buy; 3) what your goal is.

1) Know what you are selling, and to make it easier for you: you are NOT selling a product or service. You are specifically seliing the benefits to the customer that your product or service brings. You want to know the features of what you're selling, but the real magic happens when you know how to translate the bullet-point list of features into the problem-solving, life-changing benefits to the customer. Especially know why the customer needs to buy from you versus your competition. Make the "Why?" questions your ruling obsession to close more sales: Why do I want what you're selling? Why at that price? Why now? Why can't I just keep buying from "Bargain-Competitors-R-Us" instead of you? Answer these "why" questions and have discovered the benefits of your product or service, and it's the benefits that you're selling, not merely features.

2) Who would buy? Who is your customer base? One of the biggest problems with poor sale-closing techniques is a lack of any market research. Simply pounding the tundra as you strive to sell Eskimos freezers--even if you do happen to be Zig Ziglar--is a black hole of time. A powerful sales-closing technique is to know who would or would not buy your product or service.

This is more than simply finding the fish-in-the-barrel; targeting your market also means to focus on why they buy. The effective closer or business owner will know his or her leading indicators (how many prospects to talk to in order to close "X" sales). The closer knows where and why these customers buy from them. Surveys and mining your current client records for trends are great tools to understanding this. This data allows is like a laser-guided bullet, allowing your sales force to increase their efficiency and your bottom-line. It is also directly related to knowing the benefits of what it is you are selling--who wants these benefits? Eskimos don't need your freezers. Jellyfish don't need chiropractors. Know who needs and wants what you're selling, and why, and your close ratio will skyrocket.

3) Know what your goal is. You wouldn't go to the airport without a destination in mind. At the same time, it is a complete waste of time to walk out of your front door or email a list of prospects (or what have you), trying to close some sales, when you have no goal in mind. If you're serious about your close ratio, then you don't have the luxury to leave your goals behind. If you're going to be a true success at sales, you must have real, concrete goals driving you.

Having goals in mind is the third sales-closing technique in this article, but really needs to drive your every move. How many sales do you aim to get? How many new customers would it take to put some real money in your pocket? Ask yourself how many customers you lose every month. How many more do you want every month? Make annual, monthly, weekly and daily goals.

In order to meet your sales goals, you'll need to know roughly how many customers you want. Figure this out to the week. Then you can keep yourself disciplined to meet the daily goal. The net effect of having a benchmark to meet is to keep yourself progressing onward. Sales competitions are a great way to keep a team motivated, if you have a sales team. Set the bar pretty high, but at a reachable level, and set the team loose. If you're selling by yourself, give yourself a goal that exceeds your bare-bones need. Who wants a mediocre business? The key to progressing in sales is to raise the bar, not lower it. Keep yourself motivated with rewards if you reach your monthly goal. This is especially helpful if you are working alone, to ward off laziness.

Remember these simple, 1-2-3 sale-closing techniques. As you close more sales, your skills and finesse will grow, as will your confidence and customer base. You'll learn to perfect and tighten your numbers. You'll learn more objections and how to overcome them. This isn't a list of all closing strategies, but they'll help you maximize your time and close ratio. Good luck to you!

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