If you haven’t been in a sales role for long, this situation will sound quite familiar to you-
You’re reaching the end of a conversation with a prospect, having told him/her all about what you have to offer and why it will make their lives easier…he/she has been nodding or agreeing with you throughout the conversation, so you’re fairly sure that they seem interested.
But they haven’t actually said so – they haven’t even acknowledged the idea of putting in an order yet – so you reach that awkward “Well, are you convinced enough to give me your money yet?” thought in your head.
So how do you navigate that awkward moment, how do you put your foot forward first into that no man’s land?
Don’t worry, it needn’t be tough or embarrassing.
We’re going to share 5 easy sales closing techniques & tips to help you get over your hesitation and ‘ask for the sale’.
1. Give Yourself a Talking-to Before Each Call
There’s nothing to be embarrassed or hesitant about in asking for a sale – remind yourself that you’re simply doing your job, this is not personal. The person at the other end the line is also doing his job in trying to find the best product/service that fulfils his requirements.
However, the sale – and your company’s growth – is dependent on you, so it’s down to you to make the first move and ask if the prospect would like you to draw up an order.
So, use this sales technique and psych yourself up as its time for some tough love. Tell yourself you just need to do what it takes to make that conversion happen.
2. Practice Multiple Closing Lines That Work
Here are some lines that are easy, natural-sounding and clear on the objective –
- “How would you like to take this forward?”
- “Shall I draw up an order form/expression of interest/proof of concept for you?”
- “Shall I move ahead with the paperwork?”
- “Which pack/bundle/offering would you like to go ahead with?”
- “It seems like our product/service is a good fit for you. Would you like to go ahead?”
If your prospect doesn’t seem completely convinced – or if you see some roadblocks – you can still ask for the sale –
- “If we’re able to [sort or address issues for you], would you be able to confirm the order by [particular date/week]?
- “I can [sort out this issue/add in this value/give you a negotiated price]. Would you like to move forward in that case?”
- “I can add in [value-add/additional time access/additional product] if we move forward with the contract today. Is that something you’d be interested in?”
Sales techniques aren’t just about the lines though, its where and how you use them.
3. Conduct Mock Calls With Your Teammates
This is especially useful if you’ve just joined the firm you’re working with and are still getting acquainted with the products/services, or if this is your first sales gig.
Request a half hour or hour of your colleague to conduct mock-conversations, where your colleague plays the role of a very vague, ‘difficult to convince’ client. The tougher they make it on you, the easier it will be in real life!
Remember, take the feedback your colleague gives you without defending yourself – just make a note of it on paper, figure out where and take the time to go over it later.
(If you are new to sales, then this blog on shattering sales myths can help you improve your sales technique better.)
4. Practice, Practice, Practice
One way to get over your fear of rejection is to constantly put yourself out there – you’ll either see that rejection doesn’t come by as often as you’d expect, or you’ll learn to deal with it.
Focus on your top of the sales funnel and make sure you follow up on every single lead so that you maximize calls and practice.
5. Work on Your Confidence
Confidence is the key to smoothly and seamlessly asking for the sale, and you’ll notice that all the top salespeople have it in spades. A few ways to build your confidence as a salesperson include-
- Make a great first impression (we’ve got a whole bunch of tips on that here)
- Be presentable – even when you’re working from home, get dressed in your work best
- Sharpen your communication skills. (Some communication tips to get you going)
- Start the day doing something that keeps you feeling like a winner – exercise, tidying up the house, finishing off the smaller tasks on your list are all small yet effective triggers
Don’t worry if you’ve been having a bit of trouble with asking for the sale so far – it’s something almost all salespeople face at some point in their career! The fear of rejection and lack of confidence are surprisingly common hurdles in the field.
Now that you’re armed with our tips, we’re sure you’ll do great! Let us know how it goes and if you’ve faced the awkward task before, do share your tips on how you overcame it in the comments section below. We’d love to hear from you!