Handling objections is a critical part of selling. But you still need to know how to close. Here are some pointers:
Closing is usually the culmination of a delicate, intricate process that involves:
• Listening closely throughout the sales process to detect the point at which the close is starting to occur.
• Making it easier for the prospect to buy from you than from the competition. • Addressing every objection.
• Stressing the value-added benefits of dealing with you.
• Making it clear that you're on your prospect's side.
• Creating a "win-win" situation for both you and your prospect.
• Remaining courteous and professional throughout the closing phase.
• Establishing a solid rapport with the prospect.
• Putting the prospect's concerns and welfare before your own.
• Uncovering and appealing to buying reasons that go beyond the "purely rational." You do this first by asking probing questions, and then by making points that strike the prospect's sensitivity and inner feelings.
• Asking for the sale, instead of succumbing to the "fear of failure" and, as a result, procrastinating.
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