Avoiding sales 'sins' will close more deals

Never asking for the order

As a prominent study proved, more often than not, customers don't have to worry about a pressured close, because in 62 percent of the cases, the salesperson never asks for a sale.

For most salespeople, selling is an uncomfortable experience because they don't know where to go in the presentations. They're afraid -- and rightfully so -- that with each sentence or gesture, they will destroy their chances of closing. So, like a voice-activated tape recorder, they just go on and on, recharging their batteries until the tape runs out. If the customer doesn't volunteer to "buy," then they just don't "sell."

Should the prospect hesitate when asked for the order, alternate ways to bring the sale to a successful close are made available. In this situation, the salesperson must elicit additional information, respond to objections and look for openings to successfully close the prospect.

When prospects say "No," what they're really saying is, "You haven't convinced me to buy."

Pushing for the close

Too often, the salesperson tries to "sell" rather than help the customer "buy." When the salesperson is ready to close, the order is asked for. When the first close is resisted, the trick closes begin.

The customer has fears, uncertainties and doubts about the decision to spend company or personal money, and when closed too soon, reacts negatively to being forced to make a decision. Pushing too hard means the salesperson is forcing the prospect to build a defensive wall that won't come down easily.

Following the sequence of a well-given presentation means asking for the order will come at the right time. After the needs are understood, the benefits described and the fees discussed, it is appropriate to ask for the order.

Wasting selling time

Selling is a problem for many salespeople because they don't know how to spend their time profitably. Selling is prospecting, cold calling and obtaining leads. It is traveling to meet strange people, having to write letters, make phone calls and hand out brochures. It is writing out the order form and servicing the client.

Many salespeople look busy, but they're not closing sales. They suffer from lack of organization, and instead of using their time to be in front of qualified potential customers, they're spinning their wheels in unproductive work.

There is only one way to insure you get all the way to the close, and that's by staying on an orderly, logical path.

When salespeople know what has to be accomplished next in the sales process, they waste less time and energy and close more sales. When they don't know what information or reassurances the customer is really looking for, they tend to go off in all directions and have little success.

During every sale, there is a defined, yet hidden agenda. If this is not adhered to closely, there usually will be no sale. This is why a salesperson should learn the process of selling.

MNİDA