Top Sales Closers
A great sales closer makes sure their prospect understands when is the right time to buy. He or she does not make assumptions or waste time. Instead, he or she checks to make sure they are on the same page with the prospect and then asks for business naturally. This is a great way to close sales.
Dominance
A salesperson who excels at the sales closers knows that the sales process starts at the beginning. This means that the salesperson must create a sense of urgency and ensure that the prospect’s needs are met throughout the process. They also must work with the prospect to understand their purchasing process so they can bring all the stakeholders into the negotiation process. This requires a clear communication style and an understanding of the customer’s needs and priorities.
Dominance translates to being in control. A top salesperson uses time efficiently. Instead of wasting time catching up on gossip, he uses this time to prospect or follow-up with existing customers. Time is his most valuable asset, and it must be maximized.
Optimism
Salespeople with a positive attitude have a distinct advantage when it comes to closing deals. They have a tendency to see opportunities where others see obstacles, and they’re more likely to try again until they succeed. Sales cycles can be extremely discouraging, but optimists stay optimistic in the face of rejection and persevere.
Optimism is one of the most important traits that distinguishes top performers from others. People who are optimistic have higher productivity levels, are more likely to earn a promotion, and are less likely to experience burnout. In addition, optimists tend to be six times more likely to experience high levels of engagement at work. They also have 37% higher sales results than their pessimistic counterparts.
Taking rejection in stride
Rejection is a fact of life in sales. Every closer faces it. The key is to not take rejection personally. It says more about the customer’s bias than it does about you. Register rejection as an affront, but try not to dwell on it. Instead, use it as a building block towards your next sale.
Talking to other salespeople who have experienced rejection is also an important step. This will help you deal with negative self-blaming, and it will normalize the rejection.
Professionalism
Top sales closers are consistently aware of the latest trends and innovations in the industry. They subscribe to trade magazines, read books, attend conferences and listen to CDs. They also consult existing customers to gain insights about buying patterns, new trends and innovations. A short phone call to an existing customer can reveal important information about a customer’s buying habits.
Besides being proactive, professional closers also seek to gain knowledge about the products they are promoting. This helps them reinforce their value and highlight the product’s quality. As a result, they are able to ask for higher prices.
Creating urgency
When creating urgency in a sales closers conversation, remember that it should be about the customer. You should be focused on benefits for your customer, not on yourself. If you use urgency inappropriately, it can backfire and create the opposite effect. To avoid this problem, use urgency as an opportunity to sell, not as a pressure tactic.
Create a sense of urgency by offering a limited-time offer or bonus item. This will give your customer a sense of urgency to complete the deal. Offer bonuses that can only be claimed within one hour. Also, consider offering mystery items as incentives.
