07 Jun Closing Sales: What Does it Mean and How to Do it?
Closing sales is the equivalent of reaching the top of Mount Everest for salespeople in hospitality and events for many good reasons. It’s the icing on the cake that underlines your ability to handle enquiries and negotiate effectively. Plus, it demonstrates your proficiency in new client acquisition or increasing your market share with existing clients. Not to mention that every sale you close is more in the pot towards hitting your target. But there’s much more to making sales than just closing sales.
Whilst closing sales is vital, it’s only the final link in an entire chain of interactions with your client. That being the case, getting their signature on the dotted line is the grand crescendo. But, your chances of getting over the line are slim if you don’t close at every stage of the buying cycle. This is achieved by constantly edging them closer to the sale. And here are a few key ways to do just that…
3 Inspired Ways to Stop Beating Around the Bush and Start Closing Sales
There are many touchpoints during an enquiry’s lifecycle when you can deploy tactics for closing sales. For example:
- Agree on a time for the next follow-up – Whether you’ve promised to send a proposal or you’ve just finished a meeting or showround with a client, always specify the next steps. After all, specificity adds credibility. (But, beware it can also kill credibility if you don’t keep your word!) What’s more, taking control gives the client a sense of logical progression and helps shift them seamlessly from one step to the next.
- Tailor your proposal and build trust – Understanding the needs and wants of your client is fundamental to closing sales. This means remaining curious and asking questions throughout the process. As a result, you’ll be better equipped to offer laser-targeted solutions that address their specific needs and preferences head-on. In addition, taking extra time and effort to exceed their expectations nurtures a know➡like➡trust relationship – something that’s not going to happen by trying to rush the sales process, or coming across as desperate to bank your bonus!
- Create a sense of urgency – Time sensitivity is a potent method for closing sales. You need to use your powers of persuasion to convince the client they need your product or service immediately. You can do this without coming across as too pushy, by focusing on the benefits, and demonstrating how your solutions are their perfect problem solvers.
In summary, closing is a critical part of the sales process at every stage, not just as you are approaching the chequered flag (should you get that far). Consequently, common sense and timely closing techniques can skyrocket your chances of converting enquiries into bookings, and ultimately achieving success in your business.
At Selling Savvy, our fast-paced Closing Sales and Asking for the Business workshops equip your team members to ask clients for their business, expediting the journey through the sales funnel to booking confirmation success.
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