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Improve your closing ratios by honing these five skills

Sometimes asking for the sale is the most complicated part of closing any deal, so honing in on these five skills can dramatically improve your closing ratios when done well. In a down market, sometimes the person who gives a consumer a reason to say yes is the one who gets the deal done.

Successful sales takes effort

Part of being a business professional is selling your product or service. But effectively and lucratively selling your product is more than just putting it on a shelf or on your website and waiting for someone to make a purchase. Success in the business world isn’t as easy as that. Asking for a sale successfully takes a certain set of skills. Fortunately, however, these skills can be learned easily and put into practice immediately.

Skill one:

Be Confident – The first thing to learn is that confidence is key. If you’re unsure or nervous, the consumer will be able to tell. If you’re uncomfortable, you can make the consumer uncomfortable, too. So, be confident in yourself, your business, and what you’re selling. Don’t let previous customers who have said no hold you back with future customers. Don’t take it as a personal rejection. Understand that your product or service may not be for everyone, and that can be used to your advantage by boosting your confidence when you do find the right type of customer.

Skill two:

Use the Right Language– Some consumers shy away from signing their names to something, namely contracts. Instead, use terms like “with your permission” or “after your approval.” So, make sure you’re using the right language, language that promotes trust, honesty, and professionalism.

Skill three:

Ask Every Time – Always ask your customer if they’re ready to purchase. Ask every time. Don’t leave any doubt about your expectations and your motivation. Let them know that you’re not just discussing your product for informational purposes. You’re doing it because you know they can benefit from it, if they decide to purchase.

Skill four:

Know When to Stop Talking – Remember, moments of silence aren’t always bad. Sometimes they actually support your selling attempts. Once you’ve explained the benefits of your product and service and you’ve invited them to purchase, remain quiet. Give them time to think about what you’ve said. Sometimes unnecessary speaking can cause distraction and cause hesitation in the customer.

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Skill five:

Know When to Move On – No matter how much you try to convince someone to purchase your product or service, sometimes it’s just not a good fit. And that’s okay! You need to know when it’s time to thank them and move on to the next potential customer. Remember, your product isn’t perfect for everyone. If you remain respectful and polite when the customer says no, there’s a better chance they will return later.

The takeaway

Give your customers a reason to purchase what you’re selling. You can’t expect them to do so if you don’t state your case and specific benefits that relate to them individually. And sometimes, it goes back to the basics—just ask for the sale. The worst they can say is no. And when that happens, you just keep moving forward and know you won’t strike out every time. Once you can hone your selling skills, you’ll become more and more successful at relating just why that person should buy what you offer immediately. But first, give them a good reason.

Written By

The American Genius Staff Writer: Charlene Jimenez earned her Master's Degree in Arts and Culture with a Creative Writing concentration from the University of Denver after earning her Bachelor's Degree in English from Brigham Young University in Idaho. Jimenez's column is dedicated to business and technology tips, trends and best practices for entrepreneurs and small business professionals.


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