Yatharth Marketing Solutions
13 Secrets of Closing the Sales Who Must Get Others to Say Yes! By, Mr. Mihir Shah (India's Top Rated Award Winning Sales Trainer)
Zig Ziglar, he can definitely be regarded as the guru of sales training. According to me, just writing a blog on something that he has already done is amazing. He has the power to convince you to sell anything to a customer. All he asked you to do is believe in your product, question your product, and have the correct voice inflection.
Asking Questions If only you ask questions you will find answers. Which really makes sense. Question the product as to why it should be sold and to whom it should be sold. ‘By asking questions, there is no way you can get unhappy with me about the answers you give to those questions’. Only when you have the answers to these questions, you will know whether it’s worth investing time and energy in selling the product.
Firstly lets list down the five reasons; “no need, no
Five basic reasons for a customer to say NO
money, no hurry, no desire, and no trust”.
This is something that even Zig Ziglar took
seriously. At the end of the day, you have to know why a customer would even want to buy your product. A customer will have a million reasons to say no. In reply to that, you have to make the customer change his/her mind.
Customers are kings of the market. No matter what, you have to please the king first, to be successful in the market.
Buyer’s buying Psychology "People buy what they want when they want it more than they want the money it costs". This is totally on how you can make a greater profit. The most recent example of this would be the situation of onions in India. The price for onions had gone up to 120rs/kg. Which is more expensive than normal but that did not stop people from buying onions.
WHAT KEEPS ME SUCCESSFUL
Be A Helper For once try acting like a helper and not a salesman. Changing your own psychology as a salesman is always helpful as it will bring in new ways of selling. ‘You can get everything in life you want if you will just help enough other people get what they want’. As a salesman, your first priority is that you want your product to be sold.
‘You must believe in what you are doing, that you are interested in serving your client and that you do feel you are offering the best product or service at the best price which will do the most for your client and their needs’.
Believe in what you do
It does not make sense of being a salesman if you don’t believe in yourself or the product. Every salesman needs to have the drive to be able to convince the customer. That is only possible if you have selfconfidence.
Persuading prospect ‘The prospect is persuaded more by the depth of your conviction than he is by the height of your logic’. Basically the meaning of the quote is that the
client is interested more in your final judgment. He does not believe in the logic you put behind to sell the product. It’s like when you watch a movie, all you are bothered about is what the climax will be.
‘‘I am glad you are concerned about the price….because that’s one of our most attractive advantages. Would you agree that, as a practical matter, a product is worth hat it can do for you and not what you have to pay for it? Our company has the choice between providing aching as cheaply as possible and selling it as a get by service, or providing coaching that teaches you how to create long-lasting results, profits, and growth’. Pricing plays an important role in sales. You as a salesman, need to acquire the power of convincing the customer about the price of the product. Price is something that he should not focus on but rather focus on the service it will provide.
The price
Believers are closers ‘Selling is essentially a transference of feeling….believers are closers…c stands for conviction’. The best sales results come only when you feel for the product. Only then can you praise the product to its highest values. It’s the customers who you sell the products to. So only if you can put
across your feelings about the product to the customer they will believe in the product. This helps you succeed in closing the deal.
The salesman as a person
How you are as an individual plays a major role in your sales techniques. It alsoaffects the customer’s buying psychology. If a customer finds a salesperson genuine and honest, it is sure that the customer will surely make a deal. ‘A calm, confident, positive, reassuring salesperson working from a base of honesty and integrity is the most effective tool to calm the fear of the prospect and get the sale’.
The use of reasons Customers will always make reasons for not buying a product. But if you want to be a good salesperson, you
need to learn the art of using reasons to sell your product.
‘Take the reason why he could not buy and use it as the reason why he must buy’.
What does the quote say? It says, ‘you need to make the customer believe that the reason he is giving for not buying the product is the actual reason he should buy the product’.
Identify problems and find solutions
‘Move to the prospect’s side of the table, identify the problem, get involved in the
solution, and your closing percentage will increase’.‘All is only well in heaven and not on earth’. There can be problems every day and there can be a continuous patch of bad sales days. But, you cannot just sit and cry about your problems. If you want to succeed you need to find solutions to those problems.
Take suggestions but don’t make them final decisions
‘It’s definitely good to take suggestions from the world. Although, it becomes a problem when you start working only according to those suggestions. ‘Your business is never really good or bad out there. Your business is either good or bad right between your own two ears’.
Self Image
Improve your self-image and you will improve your sales performance’. Your self-image will affect the product you are selling. For e.g., If you think you are a serious kind of person, you cannot sell tickets to a stand-Up comedy show.
About Mihir Shah Mr. Mihir Shah is a Top Rated Sales Trainer based in India, USA, & Dubai offers Sales Training Programs to small & medium-sized business. He has vast experience working in Pharmaceutical, Real Estate, Retail, Automobile industries. Mihir has served more than 400+ Worldwide Clients. To know more about Mihir Shah visit at https://www.yatharthmarketing.com
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