Sales Training – Closing the Sale
You have done all your product knowledge training, you know your product / service inside and out, you have a great relationship with your clients, they all seem to like your product but you just can’t get the sale, why?
It’s probably one of the hardest jobs a small business owner has to do, ask for the business, have the confidence in their product / service, know that the price they are going to be asking the customer to pay is worth every cent, often the business owner is so caught up in thinking “i think they want it, what if I mention the price and they take off, what if it’s not high enough they might think it’s a cheap service and not of good enough quality …. ” and in all that time because the business owner did know their product and they have got the pricing right they missed all the buying signals from the customer.
Buying signals, customer’s have buying signals? Everyone has buying signals that they will start indicating when they are very interested, very rarely will some one say “ok I am getting close to buying your product can you tell me about …… so I can make my mind up” that would be just a little to easy!!
So what are these buying signals and if we see them how do we take advantage of them?
Buying signals can range from “It’s great, just what I’ve been looking for” to a simple “hmmm” in response to your discussion on a specific purchase variable. Once you recognise the signals how do we then close the sale? There are many ways of doing this from “trial closing”, “multi step approach close” or a simpler “full close”.
Want to know what all these mean?
“It’s too expensive to send my staff on training courses, I can’t afford to have them off the job”
Unique to Dave Sewell Training & Support for Retail & Small Business are a series of sales courses designed to be held at your work premises, each lasting no more than one hour and collectively are designed to take your staff through the entire sales process, giving them tips and skills to ensure they can maximise each potential sale; Closing the Sale is the third of seven modules taking your staff through the sales process.
Want to know more, contact me for more information and a free consult to discuss your business’s potential needs.
Tags: Small Business Consultant and Business Development Specialist providing Sales Training
