Getting Your Customers to State YES!

By Cathi Nelson

If you are running your own business in any capacity, you are selling eventually. You have either a product or service you would like others to purchase. For women in certain, the word sale has numerous negative undertones. Yet in order to be successful, it is very crucial to become comfy with the process of getting your clients to say “yes”. Early on in my career, I discovered an important lesson in how to in fact, close a sale.

My first job from college was as a 100 % commission sales representative offering business airtime for a regional TELEVISION station. My sales territory was the entire state of Connecticut. I was young, figured out to succeed and naïve. Every day I would set out in my non-air-conditioned car and strategy businesses with my sales discussion in hand. It was genuinely door-to-door, cold calling sales.

In time, I learned the best ways to get a visit with the real decision maker and I would deliver my discussion. Yet inevitably, they did not purchase. My boss was worried since he had ambitious sales goals and I was worried, since I had not been making any money. I resembled stopping many times.

Lastly, my manger chose to join me on my sales presentations to help figure out why I had not been “closing the sale”. He observed how I made a fantastic connection with the prospective purchaser, had them thrilled and interested, however then absolutely nothing would happen. It was then that I discovered an important lesion. I had not been “requesting the sale”. In other words, I didn’t’ say, when would you want to begin or which bundle would you want to start with. I had overlooked to ask the most important questions, getting the customer to explain in words yes and thus, I never wrapped up the sales process. The reason … I was too anxious to take that last step. I was so anxious that they would state no, I really produced that situation. If you discover that you are making contacts, having great conversations, however very few sales, pay attention to how you end a discussion. I’m thinking you aren’t asking the best questions.

Depending on what you are offering– right here are a few questions and tips to help you wrap up the sales process.

When would you like to begin? I have my calendar, would you prefer to set a date?
How would you want to spend for this? I take charge card or checks. I also have a payment policy, would you want to review that with me?
What can I do to guarantee you are entirely pleased? I wish to offer you superior customer service, what would that look like for you?
What are the next steps? What more do you need from me to assist you make a decision?
What do you think? Is there an alternative you prefer?

I highly advise making a list of closing concerns that fit your company and keep them handy. Put in the time to rehearse them so they end up being second nature to you. If you have had difficulty getting your customers to say yes, you will be shocked at how something as basic as asking the ideal concerns can change your business. Likewise one final word of advice, when you ask the concerns, let your client response. Do not get concerned is there is a time out or hesitation. All frequently, we want to fill the quiet with more words, but it is very well to let your possible customer lead the way. Given enough time, they will certainly let you understand their concerns and objections. Then you can continue the process by asking more questions and offering solutions.

To learn more on closing the sale, take a look at Zig Ziglar’s book, Secrets of Closing the Sale.

Cathi Nelson had her “light bulb” moment when she acknowledged that consumers were ending up being significantly overwhelmed with the exploding variety of images, media and memorabilia they were collecting. She began her own picture organizing business called PhotoSimplified and was amazed at the response from customers and others who wished to learn the best ways to include photo-organizing services to their business. In response she established, The Association of Personal Photo Organizersto support the new and emerging profession of picture- life management by offering training, assistance, products and collaboration for individuals interested in adding photo management services to their existing company or as a brand-new company. Considering that its beginning, APPO has actually grown to numerous members throughout the United States, Canada, Australia and United Kingdom.

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