As a sales person, if you aren’t closing the sale, then you’re not really selling. For years, salespeople, like Jesse Losey, have been told to “Always be Selling.” However, this advice could potentially lose you the sale. In fact, there are a number of things that you may be doing that are hindering you from closing the sale.
One mistake that you may be making is depending on your sales materials to close the sale. While the material can be helpful in starting a dialog with a customer, you have to do the work to gain their business. Customers are coming to you to gather information about your product or service, and only buy after you have shown them how your product or service can benefit them. However, there is a fine line between providing the customer with enough information to close the sale, and being pushy. If you ask for the business too soon in the conversation, you can come off too pushy, leaving the customer less likely to buy from you.
On the other side of the spectrum, is waiting too long to close. Every conversation you have with customers has a natural point where it is time to ask for the sale. If you fail to recognize this point in the conversation, you run the risk of raising up an issue that didn’t exist before or problems that you can’t solve. After the customer has decided to buy from you, it is important that you stop selling. If you continue to sell the customer after they have said yes, you run the risk of the customer raising new objections, and potentially losing the sale. Sales people like Jesse Losey have to walk a fine line on a daily basis. Knowing what behaviors to avoid when working with a customer can help you improve your techniques, ultimately leading you to close more sales.
One mistake that you may be making is depending on your sales materials to close the sale. While the material can be helpful in starting a dialog with a customer, you have to do the work to gain their business. Customers are coming to you to gather information about your product or service, and only buy after you have shown them how your product or service can benefit them. However, there is a fine line between providing the customer with enough information to close the sale, and being pushy. If you ask for the business too soon in the conversation, you can come off too pushy, leaving the customer less likely to buy from you.
On the other side of the spectrum, is waiting too long to close. Every conversation you have with customers has a natural point where it is time to ask for the sale. If you fail to recognize this point in the conversation, you run the risk of raising up an issue that didn’t exist before or problems that you can’t solve. After the customer has decided to buy from you, it is important that you stop selling. If you continue to sell the customer after they have said yes, you run the risk of the customer raising new objections, and potentially losing the sale. Sales people like Jesse Losey have to walk a fine line on a daily basis. Knowing what behaviors to avoid when working with a customer can help you improve your techniques, ultimately leading you to close more sales.