We’ve all been there. It’s the end of the day, you’re ready to close the sale, and for some reason, the customer just won’t budge. You can tell that they are on the tipping point, but for some reason they are holding out on you. How can you make sure that you can close the sale sooner rather than later?
All On the Same Side
When you are negotiating with someone on a sales deal, you should never make the process adversarial. Take a moment to think about how you can phrase things to make sure that you are both on the same side. For example, you could always set up your own business as the enemy. Making exceptions for the person that you are selling to, and trying to “put one over on the boss” is a good way to start. This requires some careful wording, but it is often worth it in the end.
Know Your Customers’ Needs
You cannot be a good salesperson unless you know what your customer needs and wants, and that is where tools like the Mindshare Platform and customer satisfaction survey feedback comes in. Before you can even enter sales negotiations, you need to know why they need your product and how much better it can make their lives.
Don’t change the mood of the negotiation by standing up. The old saying goes that when you are presenting you should be standing up to give an air of authority, but when you are negotiating, you should stay down on the same level as the person with whom you are negotiating. Standing up and leaving the room gives them time to let doubt take over.
Write It Down
People process numbers and offers better if they see them written down. Stating offers and prices out loud is a good start, but things are going to feel more real if you are able to write them down for them to see. Make it casual, but always keep a pen and a pad of paper on you at all times.
Keep your tone happy and upbeat. Never show them that you are getting frustrated. In many cases, the customer is a mirror of your own behavior. If they start picking up on your nervous energy, it is going to be much harder to keep them calm and in a buying mood.
Consider how you can use your wits to close your sales deal today!