Bayo was frustrated. He has done all he knew to do. He got advice, followed it and even went the extra mile. His advertising agency was still not landing the kind of deals he wanted. He was becoming frustrated as the days went by and he didn’t know what to do about it. He finally went to see his mentor.
“Sir, I don’t know what I am doing wrong” Bayo said as he turned his drink round and round on the table mat. “I write to them telling them of what we can do for them and how we can help their business yet, there is no positive response. Even the ones that call back to ask a few questions also end up not getting back to me.”
His mentor looked long and hard at him, a smile on his face. “You wrote them telling them what you can do for them. Did you ask them what they really needed?” Bayo had an incredulous look on his face.
You see, the first step in any sales engagement is first finding out the needs of the customer and then effectively communicating how specific your products and services can meet those needs.
By asking the right questions, a desire is developed in the client and every objection to purchase is eliminated. Always try to focus on the needs of the client and not on what you are trying to sell to them.
If they have questions about price or the product, never dismiss their concerns. Rather, validate their concerns and proactively look for a way to meet them in the middle. Never stop asking the right questions.
Once you are confident that you are moving in the right direction, don’t hesitate to ask for the sale. Don’t stop trying to communicate the urgency of closing the sale. However, never try to be pushy or come across as self-serving.
Where you need to throw in some freebies (definitely after counting the cost to you), don’t hesitate to throw them in especially where you feel that those will help you close the deal faster. Give them reasonable package options but have it at the back of your mind that those options should be suited to their needs and it won’t come at a higher cost to your company.
Use every available information you can get about the workings of the organization to firm up the sale and close it quickly. Bear in mind that you should not use them in a negative light but rather objectively.
How has your organization been able to close their deals? What other tips can you share to help those finding it difficult to land or close their own deals?
Kindly share in the comments section.
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