Tip 04. I always maintain that it’s best to encourage objections or concerns prior to closing a sale. This makes you a credible seller and offers the customer a wealth of assurance. Confirming that they have understood your previous communications, given the opportunity for them to raise questions or concerns and allowing them the opportunity to feel fully participated in the sale will lead to a smooth close and stronger business retention.
Tip 05. For me, recognising that closing a sale doesn’t mean purchase on the first interaction can be as important as all of the above tips. Working in line with being patient, understanding that customers can leave and come back is vital to ensuring that you maintain their best interests. A solid sale may take multiple interactions, but each one should be as much of an investment as the last.
My advice to anyone in sales is that by methodically working with each customer and allowing their participation in the interactions, you will sell more, sell better and inevitably enjoy the process all the more. Focus on each dealing as a purchase, rather than a sale and you’ll ensure positivity on both sides.