Quick Question: How many times has a client admired your work, told you how much they loved your designs but then walked away without purchasing?
Getting clients to look at your work and engage is not enough…if you don’t close the sale, they’ll likely walk away…
According to Zig Ziglar, famous sales expert and motivational speaker:
“There are five basic reasons people will not buy from you.
These are: NO need, NO money, NO hurry, NO desire, and NO trust.”
I’ve worked many trade shows in my time and I’ve seen a lot of buyers on the fence about whether or not to buy the line I was selling. When I was the director of sales at Dogeared, this happened a number of times. Even though a buyer loved the line, they were overwhelmed and didn’t know where to start.
One of the keys to closing the sale is listening and providing solutions. As soon as I would hear hesitation, a light bulb would go off: I realized that in order to “close the sale” I needed to provide a solution to the problem.
In this case, the problem was that the buyer didn’t know where to start. The solution: finding out more about their DREAM clients so I could write the order for them.
Client happy, sale closed! Cha-Ching!
If you are struggling with any part of the sales process, especially closing the sale, watch this video! I am going to teach you How to Close the Sale.
Click to tweet: Closing the sale is about addressing hesitation and providing solutions http://bit.ly/XZ6jH9 #FTAcademy
After you’ve watched the video, tell us what you think!
In the comments below, answer the following:
1. What is your biggest hesitation or roadblock about about closing a sale?
2. What is your favorite way to follow up with a client?