No matter how good of a salesman you might be, how do you close more sales? A good salesperson knows that you should not do a majority of the talking. Listening to potential clients and leads can benefit both parties in a greater way. By listening, I mean really LISTENING. Not just half-heartedly listening like the way you do when your mom is talking about her day. A basic rule of thumb when it comes to sales, you want to be doing 80% listening and 20% talking. With that being said, here are 12 ways how you can close more sales:
1. Be Unique
This could be a rather ‘obvious’ way, but it is still important to note. If you want to close more sales, you want to make sure you are different enough from your competition so that when you are selling your product, you can show your potential client all of the reasons why your company is the best solution.
But what does this have to do with talking less? This should already be apart of your company’s foundation and mission! Clients should know about this uniqueness within the brand name based on their online presence. All you need to do to close more sales is to answer any questions that they may have.
2. Do Your Research
When going into a sales meeting, you must do some preparation. A little pre-meeting planning never hurt anyone.
Three things you should do to prepare for your meeting:
Go over the account analysis
Build an objective
Create an opener
3. Build Rapport
Ask your customers personal questions that can help you gain more insight into what kind of person they are.
Something simple like “how is your day going so far” is very effective in understanding where the prospect is emotionally. You can quickly adapt to their mood and ‘sell’ to them accordingly.
Joanna Loughran, the Director of Business Development at inteliKINECT finds that building rapport and being more conversational will help you close a sale. She says that “it’s important to start with some normal conversations before jumping into a sale because it lets the prospect know that you care about them and you don’t just see them as another number.”
4. Ask Them Why They Are Interested
This kind of ties in with the previous tip, but before you hit the road guns blazing and start talking away, first, ask them why they are interested.
A good question to ask is what do you want to use this product or service for? Personal reasons? For their business? This can give you some more insight into their motives behind purchasing your product or service.
For example, if I worked at Apple and someone came in looking to buy an iPhone, I wouldn’t start talking about what the latest iPhone has to offer. I would ask them why they want an iPhone and let them do all the talking so that I can find which product would best suit their needs. If that person came in and only wanted an iPhone to use FaceTime to call their grandchildren, I wouldn’t need to sell them on the latest iPhone with a lot of storage space.
Finding out why a customer wants or needs a product allows you to listen to what they are saying and not have to do most of the talking and essentially, close more sales.
5. Ask Calibrated Questions
You can help transform negotiations into cooperative joint problem-solving sessions. Rather than focusing on negotiation, your prospects will focus on discovery– on truly understanding their wants and desired outcomes.
You don’t want to be talking at a prospect, instead, you want to be working with them.
6. Understanding Their Challenges
If they are looking to solve certain problems, then it is likely that they are not looking to actually be sold on anything. It is important to take the time to listen to their problems so that you can try to be the solution they need.
7. Let Your Prospects Sell Themselves
Most prospects will ask you about pricing and what you can do for them. These questions will lead you to a defensive strategy, rather than being in control of the conversation and you are stuck with the responsibility of trying to explain the value of your services.
To take control of the conversation, get your prospects to tell you what they want and why your service is the best fit for them. No one likes being sold, but people do like to buy. So, before you get defensive, try to have your prospects sell themselves, do most of the talking, and help guide them in your favor.
8. Slow Down
It’s so simple yet so effective. If you’re the type of salesperson who talks their way into anything, then you need to learn how to slow down.
I have a friend who can talk themselves into anything. She just keeps talking and talking until she gets what she wants. It’s a very aggressive way of selling and though it might be successful at times, it’s not the most effective.
When you’re selling to a potential customer, you want to remember to slow down and not get too excited.
9. Triggering “That’s Right”
This is the single biggest breakthrough moment of negotiation. To get to this point, you have to actively listen to the customer and effectively summarize how they feel and what they hope to achieve.
For the customer to say “that’s right” means that you have listened well enough to get them to agree with your sales pitch!
Mirroring involves the repetition of three to five keywords from your customer’s previous statement, in the form of a question.
If I am talking to a customer and they tell me their laptop doesn’t have enough storage for all of their pictures. I would say something along the lines of “How many pictures do you want to have on your laptop? We can try to find the right amount of storage so that you don’t have too little and also not paying for too much.”
I am validating what their problems are and offering them a solution by just repeating the words photos, storage, and laptop.
11. Objection Handling
This one might be counter-intuitive. However, whether we like it or not, objection is bound to happen in this line of business. Though you weren’t able to close this sale, it is important how you treat them after this missed opportunity.
The Best Friend Formula can help you keep a good connection and contact with that prospect. Let them know that even though they are not buying your service, that you will always be here for them whenever they are ready to make that decision.
Alain Gazaui, founder and Director of Business Operations for inteliKINECT, really enforces this kind of strategy in his own sales. He plants a seed to that prospect and tells them “we are always here for you.” It’s not a lot of conversing, but it’s the support that speaks volumes.
Keep It Simple Stupid.
You do not need to be overbearing your prospect by giving a bunch of information they don’t necessarily need. By utilizing some of these above strategies, you can find that you’ll be closing more sales, rather than losing them.
Have you ever heard of the term, less is more? Talking less, is better for you and for your company and therefore, less is more!
All In All
Talking less doesn’t mean doing less. Listening is a very difficult skill because there are so many distractions with this day in age. However, listening has a monetary benefits to help you close even more leads!