Top Biz Guru - Ron G Holland

Close the Sale. Selling uses interpersonal skills, courage, determination, charm, knowledge, intelligence, hard work and attention to detail. You may be employing every one of these qualities yet if you’re not focusing them on getting the client’s signature on the order form everything is pointless. At the end of the day, selling is what it is – asking people for money in exchange for goods and services. This can be done ethically and honourably and is the basis of commerce the world over. Sales success is ultimately defined by how much you sell.

The Golden Silence. The popular conception is that sales people have the gift of the gab and never shut up. Well here’s an old tactic that works by reversing that. If you’ve been flogging your heart out with a difficult client and still can’t flog them the product, try just staying quiet for few minutes. Take out some notes or just stare into space. This gives your client a breather and more importantly, it’s a chance for them to take to take the initiative.

Learn the Art of Conversation. People like talking about themselves and you should always encourage clients in this. Equally tell them a bit about yourself – chat about football, the weather, current affairs – any topic that gives you some common ground. Whether business to business or with consumers, people like to deal with others on a human level, and conversation is what separates us from the beasts.

Look and Behave Confidently. If you are tentative and unsure in your speech and body language you are unlikely to convince the client your product is reliable or attractive. Don’t slouch, mumble, scratch yourself or yawn. It’s rude to the client and suggests you couldn’t care less. Being smart, well-groomed and alert, you will create a positive atmosphere from the word go.

Eliminate the Negative. We talked about multiple-close questions in Telephone Selling Tips. It’s a way of avoiding a “no” from the prospect: “Do you prefer it in red or green?” Either answer precludes “no” and takes them a step closer to accepting the product.

Don’t be a Shrinking Violet. “I don’t want to seem pushy” is a very English thing – we pride ourselves on our reserve and politeness is our middle name. Again it’s all about fear of rejection. But you have to steer the client towards the sale, if you don’t you’re wasting their time as well as your own. If a client persists in saying “no” it’s not the end of the world and all in a day’s work.