One of the best objectives of the companies is to get more income, either by getting new customers or offering additional products or services to existing customers. In this article, IPad hire explains some effective sales techniques and several steps that you must follow three steps before, during and after the meeting to close deals successfully.
1-Before the meeting
a-Investigate your client
The first task that any commercial faces are to achieve a meeting with a potential client.
The more common connections and interests you share with your client, you will be supposed as closer. Therefore, an essential part of the work of the commercial is to identify these points in common through social networks such as Facebook and LinkedIn. In addition to the shared connections, you should also carry out a detailed study of the company’s trajectory, such as the evolution of its sales, if new markets have been opened or if new products have been launched.
- Prepare a script
Have some specific questions ready to convince your client. Those that help you meet your needs so you can focus on sales to offer specific solutions to these problems.
- Write a previous report
Before launching to pick up the phone, it is advisable that you prepare a report earlier to the meeting. In this document, you must establish the criteria that will define the success or failure of it.
During the meeting
- Practice active listening
Listen to the prospective client as much as you can. This will help you get to know you better, be more empathetic and be able to offer you a solution that best suits your needs. In addition, that creates personal ties, even friendship, which will always be favorable and facilitate any interaction. Be natural and do not lie.
- Take care of your appearance
In general, a clean, close, safe and calm image is valued but it is useful to adapt to the schmoozer to create closeness. It depends on your client, the way of dressing, speaking and acting should be different, as well as the “language” that we use always trying to adjust to it.
- Close sales
There are different sales closing strategies that adapt to different circumstances. One of the qualities of the seller is to know which is the most successful.
This method consists of answering the questions that your client asks at the end of the meeting with other questions. It is about keeping the central idea of sale fixed without opening new fronts that can slow down decision-making. For example, if the potential customer asks for a feature that our product lacks, we could answer if the rest of the qualities satisfy the needs.
Modification of prices and last minute discounts
It is one of the most used techniques. When the conversation is about to end, the prospective buyer is informed that he is in luck since the product is in promotion for a few days and will soon increase the price. You can also be offered a last minute discount.
The alternative method
When you use this technique you should direct the conversation so that the potential customer makes a decision that implicitly involves a purchase commitment. Instead of asking if you hire the service or not, you can ask about deadlines or means of payment.
3-After the meeting
If the sale has not been closed during the meeting, do not give up. Contact the next day by sending an email recapitulating all the treated aspects and wait a week to contact again by phone. If you do not finally get the sale, do not give up because at least you have good contact with a certain predisposition for the purchase. Maintain the relationship at least once every two months. When you least expect it, you can reopen a good opportunity.
Mistakes you should avoid in a sales meeting
One of the most common mistakes is to open the conversation without a stated purpose. From the first moment, you must specify what the objective of the meeting is.
Another common mistake is to talk too much and not listen. A commercial can have many things to say about the product or service it offers, but it is a big mistake to fall into the monologue. You have to know what the client wants, what they think, their doubts or questions, to be able to focus the speech in the most effective way. In this same line are the commercials that try to change perspective clients. The commercial speech has to adapt to the client, and never the other way around.
Some commercials rely too much on sales presentations or general sales material. If these documents and presentations were sufficient, the figure of the commercial would become useless, but it is not the case: in no case an impeccable and attractive presentation means a safe sale.
Too much self-confidence is not good either. Do not think that you can sell anything to anyone, and in no case underestimate a customer.