As the saying goes, “Nothing happens until somebody sells something”, and that couldn’t be more true. After all, selling something is the only way you can truly bring success to your company. With this simple guide that I have put together for you, you can close a sale in 5 simple steps. Let’s begin…
Step 1. Know your product: Make sure you’ve done your homework. Know what you’re selling– the benefits and the cons (if any). Have anything with you that you may need such as sales tools, samples, or demonstration items. Be prepared to answer questions or to face any objections that the customer may have. If you know the product enough, you will be able to handle any bumps in the road. Just be prepared for anything. Being an unprepared sales person is embarrassing and makes a bad impression on the client.
Step 2. Be an expert: Tell your customer about three key features of each service/product you are offering. Then find out which ones appeal to them. Ask them what they think of the product or if there is any particular product they like. Listen closely. They may like something but also be apprehensive about it as well. It is your job as the sales person to make them feel secure with what you’re selling. This is why it is important to know the product and be prepared. Know the benefits of the product and use that as a sales point.
Step 3. Be relatable: Make eye contact, be honest, and have personal testimonials about the product. Tell them about your personal experience and how much other customers are happy with the product. You don’t want to come off as just an ordinary sales person dealing with an ordinary client. You want to come off as a person talking to another person. The two of you should have that kind of chemistry. This calls for great people skills. For tips on how you can develop your people skills, read 3 Ways to Develop Your People Skills .
Step 4. Get the customers opinion: At this point, it is time to see what the customer is thinking. Say, “So what do you think?” If you have followed the first three steps correctly, the customer will feel comfortable enough to voice any opinion whether it be positive or negative. The important thing is for you to show them that you actually care about what they think and aren’t just trying to sell them a product for your own benefit.
Step 5. Ask for the sale: If they seem to be comfortable with the items, simply ask, “Would you like to make a purchase?” At this point, it is least likely they will be on the fence about anything. Throughout the process, you have explained the product and gotten their opinion along the way, so they should know everything they need to know in order to make the purchase. If they say no, that’s fine. Thank them for their time and move on. But if they say yes, (congratulations!) move forward with the sale. And always remember to tell your customer that you appreciate their time whether they buy something or not. Good luck.