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Nail Your Sales Pitch with 9 Killer Closing Techniques

9 killer closing techniques

Finishing strong is important. You have to close your pitch just right to make the sale. Here are 9 killer closing techniques to learn.

denis linehan sold

It’s all about the sale.

Whether you are offering a product or a service, the only thing that matters is if someone buys it.

This means you have to close the deal…over and over again.  Sometimes this is harder than it sounds and that is because closing techniques matter.

9 Closing Techniques to Land the Deal

You’ve gotten the meeting; you’ve finished your presentation. Materials have been shared; you’re feeling good. You’ve

You’ve avoided deadly sales techniques. But you still have yet to get a signature, a form of payment, and a reason to celebrate. You still have to close.

Use one of these closing techniques in your next sales call.

1) It’s about the Money!

Sometimes it really comes down to dollars and cents.

After you’ve finished your pitch, close by acknowledging how much the customer could save if they took advantage of your offer. Provide a cost-benefit analysis for his or her specific situation.

Examples:

  • “With this solution, you can save time by automating these tasks, which in turn saves you from having to pay someone to do them.”
  • “Other customers have found savings of up to 10% using this product” (And have legitimate proof to back up your statement.)

2) It’s as easy as A-B-C

Too often people wait until the end of the meeting to ask for the sale.

You should be working on closing the deal from the minute you begin contact with a potential customer. This closing techniques approach is all about conversation, building rapport authentically, and focusing on the customer’s needs.

Examples:

  • “So tell me, what is your biggest frustration you are facing in your business?”
  • “What has been a successful product for your in the past that you’ve purchased to help your business?”

3) Get Emotional

Well, don’t get personally emotional.

No one is suggesting you cry, beg, or tell woeful stories. What is suggested, however, is to create a situation where you customer forms an emotional attachment to your product or service.

Car dealers do this by letting someone take a car for a test drive. Consumer products are provided through free trials, so a customer can use it and find it beneficial to his or her life.

denis linehan sales training killer closing techniques

Pet stores do this by putting cute puppies and kittens in the window.

What does your company offer that can be experienced by a potential customer quickly, easily, and with little cost to you?

Examples:

  • A writer might offer a short blog post for free that will generate shares, likes, and views.
  • A contractor might bring examples of countertops and design elements to a person’s house who is interested in remodelling.

4) Work on Yourself

denis linehan sales training closing techniques

It’s normal for salespeople to feel a bit nervous about making a sales call.

Depending on one’s temperament and experience, these nerves could be noticed by your customer.

Think about it: would you rather buy something from someone who is confident and calm or someone who is sweating, stumbling, and shaking?

The solution?

Assume you already have the sale. Your job is figuring out the details on what brought the customer to say, “yes!”

Of course, you can’t be cocky.

No one likes a know-it-all or someone who acts like they already have the deal. So play it cool.

Focus on the values and quality of your offering. Closing techniques that convey your confidence in the product are powerful. Know that you are providing the best solution.

Examples:

  • “For you, what does the done deal look like?”
  • “What about our service makes you the most excited?”

5) The Last Word

We usually remember the beginning and the end of a presentation. If you can end your presentation, your conversation with one more thing, you might just close that deal.

Use this sticky phrase from Columbo: “Just one more thing…” to build the engagement with your potential customer.

Examples:

  • “Just one more thing, when do you think you’ll be ready to make a decision on this?
  • “Just one more thing, I am wondering what feature you liked the best?”

6) Hold a Q & A

Start and finish your sales pitch with questions about your customer’s needs. This turns a sales pitch into a conversation, something most people prefer and are more comfortable with.

Examples:

  • “What costs are you looking to decrease in your operation?”
  • “Is there any reason why this product wouldn’t serve your needs?”

7) Summarise

Sometimes sales calls are lengthy. You might have an entire line of products or services to go through. So the important details can get lost.

At the end of the sales call, summarize the values, the benefits, and the features. This leaves a positive lasting impression.

Example:

  • “Our services allow you to spend more time on work that matters most to you, ensures that all of your social media accounts are aligned, and that your response rates to customers is higher than your competition.”

8) Now’s the Time

Deadlines make people act.

So, create a deadline that rewards your potential customer for saying, “Yes,” today!

In terms of closing techniques, this one employs a sense of urgency. It is kinder than an ultimatum, but acts in a silmilar way.

Provide a time frame under which certain benefits are available and when they would become unavailable.

Examples:

  • “If you purchase today, you’ll receive free shipping.”
  • “State that the offered package is only available until Friday at Noon.”

9) Don’t Quit

Don’t give up. Most sales take, on average, 3 to 5 visits or calls to close. As far as closing techniques go, this is the most important.

Just because you get a, “no,” or are blown off the first couple of times, the best thing to do is:

  • refocus on their needs,
  • highlight how your product or service meets those needs, and
  • follow up soon.

Selling isn’t easy.

But by paying attention to your customer’s needs, what he or she finds valuable, and demonstrating the ability to clearly address questions, you should be able to close the deal.

Use several of these closing techniques over the course of conversations with a potential customer. You may find yourself enjoying the process and making more deals.

Are you a salesperson looking to learn how to turn objections into sales? Why not enroll in our sales training programs? And if you have any questions, feel free to get in touch.

If you are genuine about creating massive wealth and success through professional sales then this is definitely not to be missed.

   

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What to Do When You Run Into Sales Objections

denis linehan sales objections

Here’s how to beat some common sales objections that get in your way.

You’re always going to run into people saying no. It’s what you do next that defines you.

denis linehan sales objections

When you are in sales, you will run into sales objections from time to time.

How you handle them determines whether your business will thrive or fail.

Objections refer to anything that stops a customer from buying your product. They come as a part and parcel of the job and partly explains why many people shy away from doing sales.

Robert L. Stevenson, a Scottish novelist once said that ‘everyone lives by selling something’, so whether you are in business or not, you’ll have to contend with sales objections at some point in life.

But here is the good news. You don’t need to be a rockstar sales person to master the art of overcoming sales objections.

With the right sales training and persistence, everyone can learn how to do it the right way.

And while the task of learning how to beat sales objections might not be the easiest to learn, the rewards will be worth the efforts.

Let’s get to the reasons why potential buyers say no, and how you can overcome this.

Find out why potential buyers say no?

The first step to overcoming sales objections is to figure out why prospects say no to your products.

If you do your homework well here, you can come up with strategies to overcome the objections even before they are raised.

Sounds simple, right?

The tricky part is knowing what the objections will be.

sales objections

You can ask your past customers, existing customers, and potential customers what concerns they have about your products.

Also, interacting with your past customers might give you insights into what troubled them about your products and made them stop buying from you.

Lucky for you, we’ve done some digging and discovered the top 5 reasons why clients say no, and what you can do to overcome the objections.

Common sales objections and how to overcome them

A potential client will likely reject a sales proposal because of:

1. Price

Regardless of who you are selling to, pricing is one of the most frequent objections to a sale.

For most sales personnel, the knee-jerk reaction is to offer a discount.

Instead of selling at a lower price, which is risky and also raises questions about the quality of your products, you can look for creative ways to showcase the unique value of your products that justifies the price.

For instance, you can overcome the price sales objections by giving specific examples of how your product is unique, and how the product will solve customer’s problems.

2. Wrong timing

This is one of the trickiest objections you’ll face because the prospect is not actually saying ‘no’, but showing interest in a certain time in the future.

The prospect might say they’ll have money next month, or they might even tell you to give them more time to do research or even think about it.

Because the customer said ‘maybe’ or ‘later’, most sales professionals make the mistake of not considering this as an objection.

So, how do you overcome such sales objections?

An astute move is to dig deeper to find out exactly why the customer can’t buy at that moment.

Are they really not buying because of the budget, or because they don’t see how the product will add value to their lives.

If it’s because of the budget, you can do a follow up by presenting your pitch to the people responsible for allocating the company’s finances. They might give you a chance to present your product at a specific date in the future.

3. Fear of change

Fear of change is a very common problem, especially among employees. People fear change for many reasons–some want to maintain the status quo while others are afraid of what might be the outcome of change.

To overcome objections that originate from the fear of change, you’ll need to have a very convincing tone.

If you can, you’ll need to illustrate with examples and case studies of other customers or competitors who have benefited from similar changes to the ones you are proposing.

Fear of change is a natural occurrence, so you’ll need to impart confidence upon the prospect that the product will bring a positive change.

4. Lack of trust

denis linehan sales objections

If you want to increase your sales, you must get your existing customers and prospects to trust you.

People and businesses prefer to buy from companies they know and trust. These are typically corporations they have transacted with before.

So if you are a new player, your chances of successfully clinching a deal are slim.

But that does not mean you can’t strike a deal. The secret here is built trust with your prospects. Give them reasons to believe that the product will put them in a win-win situation.

For example, you can remove the financial risk by imposing a money back guarantee policy on your products.

You can also use a sample to show your client how the product works.

Give them more reasons to trust you by displaying any certifications you have as an industry expert.

Your website should also be trustworthy with the proper security and fraud protection.

5. Authority

 

You will always encounter objections such as, “I like the product, but I’ll need to consult my boss/partner”

This can yield positive results, assuming the client actually intends to consult with others but not using this as an excuse.

If your hear this objection, the best you can do is to respect the prospect’s wish and ask if there is any other additional information you can provide which might be of interest to the other parties.

To ensure this doesn’t mount to a deal ending sales objection, try to suggest a joint sale meeting with the other parties so as to answer any question that may arise.

Summary

The main reason why prospects raise objections is because salespeople and businesses fail to address issues that are important to these potential buyers.

Knowledgeable sellers, however, knows how to address all concerns even before making a sale, which increases the likelihood of winning a deal.

They know the best way to overcome sales objections is by visualizing a case where you answer all the questions before they are thought of.

So before making your next sales proposal, make sure you’ve identified the prospects needs, the motive for buying, and be ready to show that your product can provide value that competition can’t.

Selling is all about psychology, and your products and your existing customers are your best test subjects.

Are you a salesperson looking to learn how to turn objections into sales? Why not enroll in our sales training programs? And if you have any questions, feel free to get in touch.

If you are genuine about creating massive wealth and success through professional sales then this is definitely not to be missed.

   

 

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9 Easy Ways to Double Your Sales

Denis Linehan double your sales

Ready to double your sales (who isn’t)?

These tips are easy, actionable, and they’ll take you there. Get ready to start crushing it.

 

Who wouldn’t jump at the opportunity to double your sales? Even the best of the best could always use a few more dollars in their pocket.

Nothing happens without hard work, but to double your sales is very possible.

What it takes is some know-how surrounding the sales game; a little bit of human psychology, and just the right amount of effort to have you sales sheets exploding.

 

Double Your Sales Tip #1: Value Yourself And Your Clients

People are attracted to success.

They flock to it for the potential that some of the success will rub off on them.

Use this idea to your advantage. Start targeting high-value clients, while also charging more for your own services (if that’s included in your job).

You’re likely to attract more and more high-value clients after you’ve landed the first.

Obviously, if so and so bought their product from you, you must be the person who can make things happen. After all, so and so never settles for anything less than the best.

As a bonus, these clients also open doors for new referrals.

 

#2: Exclusive Events

If you’re going to attract the best clients, you’ll need to speak their language.

“Wooing” the big client isn’t just a sales cliche.

People enjoy being catered to, and love exclusive invitations to events.

If your company doesn’t host sales events, throw one yourself.

It might take some effort, but you can’t pitch sales to the big guns without putting in the hard work first.

With any luck, word of your events will spread and people will strive to secure an invitation.

#3: Dress To Impress 

High-value clients want to see someone put together. A salesperson who can dress for the occasion.

Take the time to put together your outfit, regardless of how casual the event. People respect those who dress well.

There’s some science behind this tip.

Attractive people are likely to earn more money over their careers than their less attractive peers.

If you make an effort you’ll earn respect, and your clothes can help accentuate your natural looks.

 

#4: Make Follow Up Calls

You’ve heard it over and over; make your follow up calls.

Show people you’re interested.

End sales calls or meetings by setting a date for your follow call/meeting.

This breaks the ice for further contact.

Some salespeople are nervous of coming off as “too pushy.”

While that’s possible, sporadic or scheduled follow-ups are always a good idea.

What if the client simply forgets to call?

#5 Social Media Isn’t Just For Fun

Seven in 10 Americans use social media to connect with other people.

That’s 224 million people.  

There’s a good chance that you, and many of your clients, actively use social media in your personal life.

So why not your professional life?  Research says only 1 in 4 salespeople knows how to use social media to sell online.

Start yourself a professional Facebook page and start gathering friends. You’ll probably “friend” more than double your current clients soon after creating your account.

 

#6 Build Your Reputation

We’re not talking about your reputation of having the best clients.

Or the reputation of closing large sales.

Don’t get us wrong, both of those are important. But this is about building your reputation as a trustworthy person.

Denis Linehan Trust

Your clients need to know that you’re upstanding and trustworthy.

It’s important to show your clients that you’re willing to place their needs above your own.

Honesty and integrity spreads. Clients whose trust you’ve earned are likely to recommend you to their friends and colleagues.

 

#7 Gather Those Leads

Building a large list of potential clients is crucial to long-term sales success. Where else are you going to find new leads?

Take a page out of the digital marketer’s playbook and create a website landing page that collects emails.

Email marketing is a surprisingly powerful tool when it comes to generating new sales.

Email marketing campaigns to qualified lists see up to 66 percent conversion rates (emails sent vs. sales). That kind of outreach and sales potential will help double your sales.

#8 Learn To Take No For An Answer

Salespeople often hear the phrase, “never take no for an answer.”

You’ve almost assuredly heard it before.

The phrase is supposed to mean to give every sale your best shot. Do everything possible to entice the client.

However, this saying often gets taken far too literally.

The best way to come off as a pushy salesperson? Actually never take no for an answer. Just like your good reputation spreads, so does your bad one.

People will flock to the salesperson who gives them their much-needed space.

 

#9 Know Your Product

This might seem an obvious thing to state, though many salespeople don’t know the finer details of their product.

For instance, if you’re selling homes, you need to know the housing market in your town, the surrounding towns, and the entire state.

If cars are your thing, you better know the finer points of every engine on the lot.

There’s nothing worse than looking uneducated because the consumer knows more about the product than you do.  And that’s very easy in the internet age.

Selling people “a dream,” as it’s called, isn’t the goal. “Fluff” talk won’t win over many customers.

Hit the customer hard with intimate knowledge. You should know better than them if their purchase is smart.

If you want to double your sales, it takes hard work, determination, and a solid reputation. Stick to our 9 easy steps and you’ll double your sales in no time.

   

The Sales Professional: A Dogged, Definable Difference

Confidence-and-Determination

 

If you want to succeed in professional selling you need to develop a dogged, definable difference.

During my years in the Irish police, An Garda Siochana I noticed that the detectives shared one of the smaller offices in the station, simply because there wasn’t that many of them.

professional selling

Out of a station with a total party of eighty members, excluding civilian staff, we only had seven dedicated detectives and a rotating number of between three and four plainclothes non-appointed detectives.

All in all, the maximum number we had at any given time was between ten and eleven individuals (10% – 13.75%) dedicated to solving what would have been regarded as ‘serious crime’.

 

When I entered the drugs units there was only three of us, one sergeant and two officers (3.75%), out of a station party of eighty members dedicated to keeping a lid on a rapidly growing local drugs market.

Less than 5% at the top of the sales chain

The one thing I noticed as I spent more and more time in the active pursuit of these unconscionable individuals plying their wares, especially the real killers like heroin and ice, was it is only a small few at the very top of the food chain that were making any kind of serious money from dealing drugs, probably less 5%.

The majority of drug dealers found themselves up before the courts, in and out of jail and living pitiful lives. You wouldn’t believe the number of guys I’ve taken pity on, sat down with in an interview room and recommended career changes to.

Only a small percentage ever stand out

The logical conclusion I drew from these experiences was that out of any collective group of individuals working in the active pursuit of whatever cause, set of goals or objectives, only a very small percentage of people actually stand out and make an active difference, for good or bad. People deemed ‘successful’ therefore, however one chooses to define or measure that term, superficially at least appear to belong to a unique tribe within the collective group.

sales professionals stand out

Does this logic apply to sales professionals

For instance, is there a difference between the average man or woman in the street and the world’s most successful and powerful people? Well of course there is.

This same thinking applies to all walks of life, especially so amongst sales professionals. This difference that exists, is it natural God given ability? Is it hard work? Is it intelligence or is it a person’s upbringing?

From my experience of working with, managing and training sales professionals I’ve found that these factors do to some degree play a part, but are by no means what defines the most successful of sales professionals.

In fact, some of the most successful sales professionals I’ve come across are also the most interesting to study. These high achievers almost always appear to in fact have an apparent deficiency in one or a combination of these factors.

Perhaps that is what drives them and compels them to succeed. For instance, the majority of people I’ve trained since coming to Australia were born overseas and English is a second language for them. I’ve worked with a few people that outwardly can come across as downright lethargic, but continually produce the top results in their centre or area. A few people have initially come up and straight out told me that they don’t consider themselves to be the sharpest knife in the drawer, but without fail they go on to absolutely clean up in a sales centre.

sales professional determination

 

The fact is all these sales professionals share one common value, one earnest trait, one remarkable quality that endures and conquers above all else, they are tenacious, they are voracious, they are hungry.  They are determined.

They share an insatiable hunger for a continued stream of multi layered successes such as a better education for their kids, better health care for their families, the dream house in the postcode they’ve always wanted, the Ferrari, financial stability, control over their destiny, leaving a legacy and so on. The list is endless but you get the picture.

 

Dare to operate in the top 1%

These are people that refuse to conform to social norms in terms of what general society deems to be ‘adequate accomplishments’. People, not just sales professionals, but anybody that chooses to operate in the top 10% and especially so in the top 5% and 1% of their respective fields do so because they are driven and determined, they are dogged in their approach to achieve their lifelong pursuits and ambitions.

Top percentile operators are driven to become more, to do more, to create more, to provide more, to contribute more and above all else to leave more of themselves here on this planet after they have gone than what is buried beneath the dirt.

Remarkably, or perhaps not so, all of this is done despite any perceived handicaps or deficiencies the individual might have had starting out.

Wherever you are starting out from in your sales career from this point onwards, know that the only difference between those we now know to be the ‘not so chosen few’ at the top of the game and the ‘choose to be there’ group, which is everybody below the top 10%, is an unwavering will to become the best.

And that makes all the difference.

 

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Denis Linehan

Denis Linehan is a master sales professional and sales trainer who in his first 3 years of selling generated almost $100million in new home sales and is now teaching others to do the same.

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