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After investing the time and effort to determine all the needs of your Customer and presenting a solution that satisfies all these needs in a way that is engaging and motivating, it is time to complete the sale. The most common mistake made by salespeople is lacking the confidence needed to ask for the sale. This can make the difference between an outstanding salesperson and an average salesperson. Asking for the sale is what makes the whole process work. Completing the order will not happen on its own. You have to be prepared to ask for it. Some common mistakes made by salespeople when attempting to close are poor planning, not recognizing buying signals or having a weak closing strategy.
Preparation
Planning and preparing have become a common theme for any salesperson in any industry By now you have realized how important it is to a successful sales strategy. Do not overlook this critical aspect in your close. Prepare several different closes that address different scenarios. Be prepared to draw from these statements when the time comes. Practice is important for them to become second nature, and so they will not sound scripted. A good salesperson can anticipate the objections to the close in advance and be well prepared for them.
Buying signals
Before you ask for the order, be sure that the Customer is ready. Pay attention to buying signals and ask questions to test if it is the right time. Ask a question to determine if the buyer is ready to move forward without sounding pushy. "If we were moving forward with this purchase, which option would you choose?" If the Customer answers with a specific package, it's time to ask for the order. Learn to recognize other buying signals as well.
A customer might show they are ready by asking specific questions about the product or implementing the service: "How long will it take to get this shipment?" "What does that button do?" or "Is there an extended service plan available?" Look for other signs which may include complaints about previous Registrars or hosting companies. If the Customer is displaying one or more of these signals it is time to stop selling and ask for the order. If you continue to present benefits or describe features you run the risk of talking yourself out of the sale or confusing the Customer.
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Rufus Shinra
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