3 Sales Closing Tips for Small Business Owners
+ My Power Combo For Closing More Sales
The thought of sales can send many small business owners into a cold sweat. Today I’m sharing 3 quick tips to improve your close rate and also my 2-step power combo that takes all the pressure off of your sales calls.
- Get more practice. If you want to increase your close percentage, and take the stress out of selling, get more leads, make more presentations, practice, practice, and more practice.
- Keep the conversation focused on value. Your prospects don’t care how long it takes or how much it costs for you to provide your service. They care about solving their own problems and perceived value. So keep your sales conversations focused on the value to them and how much it will worth to them to have their problems solved.
- Ask for the sale. Always, always ask. Don’t forget to make and offer and don’t chicken out. You won’t get what you don’t ask for.
And my power combo is makes up a perfect wrapper for your sales calls or meetings.
The first step comes from the Sandler Selling System and is always establish an up-front contract. Determine at the beginning of the conversation what the acceptable outcomes or potential next steps are.
This sets the anchor for the second part of the power combo, which I got from Gary Pica, a top notch IT sales trainer – What happens after what happens next? There’s always a next step to the sales process. If it’s one you can’t control then schedule the one after that. That might sound like, “Of course you need to check with your spouse/partner/accountant/psychic. Assuming that goes well, when will we talk again? Let’s get that scheduled now.“In sales, always make sure to schedule what happens after what happens next. Click To Tweet
In this video I mentioned the Sandler Selling System which which you can learn more about in his book, You Can’t Teach a Kid to Ride a Bike at a Seminar. I highly recommend it, especially if you like a low-pressure, collaborative sales process. If you would like to check it out, please consider using my Amazon affiliate link below.
Did this video help you? If so, I would greatly appreciate it if you commented below and shared on Facebook.
P.S. If you liked the tips provided in this episode you might also get value from my free report, 3 Steps to Increasing the Value of Your Time.