Easy steps to close a sale

Presentation by

Barry Nyaga

Introduction

0Sales and Marketing is a subject is an interesting subject. But in real life, and/or in business environment it’s rewarding. With well executed plan results are immense and exciting.

Three Tier

0Being in business environment for a while now, I can comfortably say, use the three tiers, ‘Plan-Execute-Win’, strategy to deals closure. For newbies in sales, it may sound easy and straight forward.

0Yes! It’s that simple, but with patient, tact, persistence and focus will sail you through.

Wise Words

0Entrepreneur consultant, Raymond Gunn put some perspective in sales closure. First, is to be a good listener, which gives you an opportunity to know his needs.

0 “A deal is closed way ahead before it actually begins.” One sure way it to seal a deal is to ensure close relationship with the prospective overtime.

0Lastly, Honest create a true value that sells faster at the price you want.

Steps to making a Sale Close

0Focusing on a client you can evaluate on the basis of ; –

0Whether it’s a new, prospecting or referred client always make a plan.

Step one

1. Plan to Potential Client

Planning begins with prospecting out for the likelihood of who might need your product or service. Channels could range from Internet, Digital Media, Newsprint, referrals, cold canvassing, social circles, Networking centers, observation and other methods.

Cont..

0Gather first-hand information about your prospect, from his personal status (Name), industry working, and position. At this stage you can sell your ideas through portfolio, in brief, (one to two minutes). Once the ‘ice is broken’, solicit an Interview for the meeting/or Presentation.

0Once granted to meet ‘eye-to-eye’, set up the appointment date and make a follow up in writing, email to follow up or a call before the date. Otherwise, if denied don’t give up; there is another one willing to give his/her minute to your inquest.

Step Two

2. Interview/Demo/Presentation

The Day! At this stage you can either make a win or loss to you sale deal. Get into the meeting early, if there is presentations ensure you make rehearsal, all systems ready, your team is ‘in-tune’. Major aim is to win client confidence, willingness to buy the idea and get his interest.

Cont..0Engage the prospect with discussion directed to his/her

requirements to support your presentation. Armed with your product or service, convince the client how it will solve the problem identified.

0Open end questions will give the prospect communicate freely with his needs, on short run, emotional connection tapping their visions and dreams. Outline benefits, product/service features and advantages over and above what they might have heard.

NB: Don’t’ leave the meeting room if no assertion to have understood as you summarize.

Tips: Personal attributes. Before and/or Actual Meeting

There are some traits one should possess to win his/her prospect. 0 Pay attention to your hair: For ladies, let it not be that day,” Bad

hair day.” If you cannot afford good hairdo, please, keep it short. For Men, keep it short and if you have to ‘have’ long hair, keep it neat.

0 Walking fast – it shows you are a focused and know ‘Time is Money’.0 Shoes should be polished. 0 Have a Professional Business Card – You are looking for business 0 Rehearse – you can practice this in front of a mirror, a friend or

spouse, on a firm hand shake, a smile, eye contact and some good expressions.

0 Tone – should be professional and polite, even when you know you have lost the business.

Step Three

3. Closing a sale0Before you help you client make up his mind. You

need to respond to objections. I have encountered many while in the field and over the phone conversations. Setbacks may arise, from doubts, other competitors, negative attitude and unforeseen outcomes need convincing and persistence.

Cont..Use his doubts to advance your presentation in these easy guidelines.

0 Listen carefully writing down each and every query0 No counter the doubts0 Get ahead with some of doubts, providing before

answers0 If you don’t understand or some Technical questions you

are not aware of admit to find out after the presentation0 Being confidence despite pressure of competitor pricing,

or other concerns0 No interruptions unless necessitated by need

Summary

0 Yes, there are many ways to make sales closure, some take longer, shorter periods to close, some ‘sheer luck’ and others on time/point. If the above, steps are working for you, good for you.

0 If some fail with one client try again, with another. Combine a set of two or even use all to your advantage to others.

0 Whichever, works for you use it and close more and more sales deal and if NO, NO.. .Kind of response. Keep persisting to others

Published by Barry Nyaga