Zen Of Internet Marketing

Both you and I know that if you’re not closing, you’re not making any money. The problem is that most sales people don’t know how to close the deal.

60% of all sales are made by only 4% of sales people. This is an incredible number. These 4% close so many deals, because they persist. They know how to close the deal.

But let’s back a bit. Before you can close you need to establish yourself as a problem solver to the prospect’s problems. You need to ask questions first to find out the problem. Then you need to ask questions to help the customer discover how your product solves their problem.

The number one reason people don’t buy is that they don’t trust you. It’s probably not that they think you’re an out-and-out liar. They might have some sub-conscious thing going on about salespeople. They may have heard something that just doesn’t gel.

You absolutely must establish enough value in the mind of the prospect before he’ll buy. It doesn’t matter how persuasive your presentation is if you don’t establish sufficient value. So don’t close too early. The client won’t buy until there’s enough value in their mind to go forward.

So Zig Ziglar, one of the world’s leading success coaches says that you must “Start with your most valuable point”. This is the biggest selling point for the client. Show how your product can solve the prospects most pressing problem.

After you’ve established your most valuable selling point, you add trial closes. You do this by asking questions. Do you like what you’ve heard so far? Can you see how this would solve the problem you told me you were having? How soon would you like to see the solution implemented in your company? These types of questions will give you a glimpse into the mind of the prospect. You’ll learn when will be the right time for the close.

Ziglar also says, “When the client says no they are not going to change their minds. They make new decisions based on new information.” What does this mean? It means that when the customer says “No”, it’s because they don’t have enough information to say yes. You must provide them with that additional information so that they can say yes.

Your persistence will pay off. First you must really, truly believe in the product you are selling. Does it really provide the solution you are trying to sell? Master closing skills and you will join the top 4% of salespeople who are closing 60% of the sales. Zig Ziglar and others have many fine sales training programs to help you hone your closing skills.

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Tags: Closing, customer, money, presentation, problem solver, product, prospects, salespeople, success coaches, zig ziglar

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