Guardians of Grail

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Closing a sale can be one of the hardest things for any salesperson to do. You have done all the hard work and have got the customer to the point where they are ready to commit and yet you hesitate…
Why is this? Is it last minute nerves? Is it a fear of rejection or is it a fear of being seen as 'pushy'? Whatever the reason the fact remains that you want the customer to buy your products or services, but, how do you do this without resorting to the 'hard sell?'
Reassure the customer
People like to feel valued and that they are making the right decision. This is particularly the case if they are making a large purchase [link widoczny dla zalogowanych] or agreeing to sign up to a service which lasts for a set period of time. No-one wants to feel cheated or guilty for making the wrong decision.
So, take time to explain the benefits of signing up [link widoczny dla zalogowanych] with you. Show them testimonials from [link widoczny dla zalogowanych] other satisfied customers and be [link widoczny dla zalogowanych] prepared to answer the same question more than once. Do not hurry them into making a decision.
Customer options
You can be direct and ask the customer to buy or sign up there and then. This will work in some but not all situations so weigh this up carefully. It is better to offer the customer a set of options which [link widoczny dla zalogowanych] gives them time to think and you a bit of breathing space. If the customer feels that you are rushing him/her then they will back off which may result in you losing the sale.
There are a range of [link widoczny dla zalogowanych] techniques you can [link widoczny dla zalogowanych] try to help close the sale or if all else fails, you can settle for closure on the following day. Methods for closing the sale
Here are a series of methods for closing a sale:
• Remain excited, confident and enthusiastic
• Listen and reassure and provide alternatives if necessary
• Get an agreement [link widoczny dla zalogowanych] in writing
• Listen to their objectives and suggest [link widoczny dla zalogowanych] ways around these
• Mention about what they will miss/lose out on if they don't proceed with [link widoczny dla zalogowanych] the sale.
• Offer them a short term trial or special offer but do NOT drop your price.
• Generate a sense of urgency but don't pressurise
• Tell them that if they don't proceed then their competition will.
Accept that you may have to compromise but not on price. If you offer a discount or drop your price to try and [link widoczny dla zalogowanych] close the sale then your customer will view this in a negative light. This smacks of desperation. Plus your customer will query the value of your products or services and will be reluctant to pay the price/going rate.
[link widoczny dla zalogowanych] Non agreement
If you are unable to close the sale on the same day then arrange a day and time when it is suitable to do so. But if they show only lukewarm interest in your products or services or are not that interested then thank them and look elsewhere.

Adaptive Consultancy is a London-based digital agency company specialising in website design, eCommerce, and internet marketing, including SEO, PPC and SMO. For more on online marketing agency visit [link widoczny dla zalogowanych]
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