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Sales: Part Four

Closing the Sale

Over the past several business segments, we’ve analyzed the must-haves when it comes to sales – from product knowledge to the sales pitch to healthy competition amongst salespeople. Today we will be looking at what is arguably the most crucial sales technique of all: closing the sale. 

Closing a sale occurs when the buyer and seller agree to a set of conditions and a firm commitment is made.  In the majority of cases, a closed sale is beneficial for both parties – the buyer receives a product or service that will hopefully improve some aspect of his life, while the seller makes a profit. 
 
See below for some helpful closing tips and techniques from Weed Man.

Be knowledgeable. Know the ins and outs of your product or service. Customers are more likely to ask meaningful questions towards the end of a transaction. If you aren’t able to address their questions or concerns, you could lose a potential sale. 

Be Empathetic. When it comes to sales, it is important that you put yourself in a potential customer’s shoes. What would you need to know if you were on the other side of the transaction? How would you feel? By analyzing these types of questions, you will be able to approach the sale in a way that appeals to the customer’s lifestyle and values. 

Watch for signals. Customers can express their desire to make a purchase in a number of ways. Stay alert and look for both verbal and non-verbal cues that suggest a sale is imminent. Signals may include: moving quickly or excitedly, asking questions about the terms of the purchase, or holding on to a product for an extended period of time. 

Stop Selling. Although this may sound strange, it is important that you stop selling once you detect that the customer is ready to buy your product or service. Pushing the customer further will only result in irritation and, in severe cases, a lost sale. 

Be Kind. Whether or not a sale closes should not change your attitude as a salesperson. If a customer decides not to buy on any given day, who is to say that he or she will not return at a later date to complete the sale? Your attitude will play a big role in how both you and your company are perceived by prospective buyers.

Stay Calm. While it’s great to be excited about what you do, remain calm and complete the sale in a steady manner. Cover all of your bases. Make sure you have the customer’s information and all the necessary documentation to complete the process. 

Closing a sale is not always an easy process, but it is an exciting one.  As long as you keep your customer’s needs at the forefront of your mind, you’re sure to be successful in your endeavors. 

Brought to you by Weed Man Lawn Care.
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