CLOSING THE SALE
“Most people buy not because they believe, but because the salesman believes.” – Ben Feldman
Know Your Best Close
Asking for the sale is the final step in the sales process. Being comfortable in this is what allows the top agents to close more sales. The top agents have a few closing techniques they use often to ask for the check. You should determine what works best for your sales style. When asking for the sale, it should be second nature and easy to do. After you have spent 2 hours, 2 weeks or 2 months working with a customer, you reserve the right to ask for the check.
Ask for the Check Multiple Times
Chances are that the first time you ask for the sale the customer is going to say no or that they are not sure. This is your opportunity to ask what is holding them back. You want to uncover why they are not ready so that you can clear up their concerns and ask for the sale again. Do not stop at the first objection. You should ask for the sale at least 3 times when you are trying to close the sale. Each time, you will be able to handle their objections.
How to Use Your Manager
Your manager can be a valuable tool to use when trying to make a sale. They can answer questions for you and be a sounding board for how others have handled the objection. The manager can also be a second voice of reason to push the information you have already shared. When dealing with a tough customer or when you feel stuck, ask your manager. Chances are they have encountered the questions before and have the answers. You can learn from every sales encounter.
Ending the Sales Appointment
It is important to understand that most interactions with a customer will not lead to a sale. However, each time you meet with a customer, you should end the interaction with an understanding of what they like and how you plan to follow up with them.
