Closing the sale is what every salesperson wants, but more often than not, it only comes through patience and perseverance. Fact of the matter is, your potential clients are scattered and unfocused, and they need your help to get to YES. Thankfully, with hustle and focus, you can get them there sooner rather than later. Let’s look at a few tips.
1. Act quickly
When a lead shows enough interest to share information with you, you can assume they are “hot.” But the thing about “hot” is that unless it continually generates heat to stay hot, it cools off and does so quickly. That means you have to act quickly to “reheat.” Recommendation: schedule a follow up within a week at the most of first interest.
2. Go face-to-face whenever possible
Connecting face-to-face may bring with it a degree of social anxiety, but it allows you to “read” who your prospect is from their mannerisms as well as their language. The more you can tell about who your prospect is, the better chance you will have of reaching them and doing so quickly.
3. Look sharp
Try not to get too hung up on what people will tell you about what types of clothing to wear and when. Instead be comfortable with who you are, but make sure that you are the best representation of yourself. When you look good, you will feel good. And feeling comfortable in your skin (and clothes) will better equip you to make the right connections for your client.
4. Realize the differences of your clients
You will encounter a number of income levels, ages, genders, goals, and living situations as you set out to build your clientele. Don’t think you can interact with each one in a cookie cutter formula. When you are trying too hard to “template-ize” your one-on-one interactions, you will find it incredibly difficult to listen and respond.
5. Be memorable
There are many ways you can be memorable to your client, and the best advice you will hear on how to do it, is to simply say, “Be unique.” The word “unique” means “one-of-a-kind.” What is it about you that is completely different from anyone else? (That you’re proud of, of course.) It could be something you wear, an expression, or a talent that a prospect might find interesting. Don’t overdo it. Don’t force it. Just look for natural ways to show or express.
6. Deal only with the decision makers
Unless you are in front of the person who will make the decision, you are wasting your time. By all means, be nice and respectful of everyone. But get in front of the right people as soon as possible, so you can press for the sale.
7. Be urgent
There is an old saying: time is money. The more productively that you use your time, the more earning power you’ll have. That’s why you can’t waste a lot of time in meetings with low-priority people, who won’t (or can’t) push a sale forward.
8. Scrutinize and qualify
The best way to avoid wasting time with the wrong people is to do as much research as possible on the lead ahead of time. Learn who they are and why they are relevant to your product.
9. Ask for the sale!
At some point, you have got to ask for their business. If not, your prospect will grow bored and bow out of the process, and you won’t have anyone to blame but yourself. Once the benefits are out there, what more is there to say but to ask for their trust? Even if it’s a “maybe” or a “no for now,” you can at least take comfort in the fact the relationship is still out there for you to nurture along.
10. Generate referrals
When you do get a “Yes,” ask for referrals. The great thing about people, is they tend to run in packs with others of similar stations and behaviors. Translation: if you are able to convert one person, a referral from that individual will likely connect you to others with the same situation and willingness.
11. Know the arguments against
People hate being sold to. They are naturally resistant. And when they are waltzing into a meeting with you, a known salesperson, their resistance will be out in full force. (Yes, even if it is their intent to buy what you’re selling.) You have to be aware of the opposing remarks. The excuses that will keep them at bay. By putting yourself into the shoes of the resistant buyer, you can formulate the proper rebuttals.
12. Know when to cut your losses
Aggression will serve you well to a point. But there will come a time in the process that it’s clear your prospect will not become a buyer — at least not today — and you have to be prepared to give the prospect a final “out.” In doing so, always leave the door open and hope time changes their mind. You might even check back in six months to a year. We recommend asking them if you can check back with them at policy renewal time to see if you can save them some money. Never burn a bridge.
In closing
No one can guarantee you a lightning-quick sale, and you’ll be doing yourself a favor to not depend on it. But you can incorporate the tips above to speed along the process. Now it’s your turn!
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