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Close Any Deal With This 3-Step Approach
It’s one thing to help a client identify a problem, but it’s another to help them solve it. You’ll need to convince clients to accept your expertise to solve their problems. Many intelligent people struggle with closing deals, so I devised the following three strategies to help anyone become a better closer.
Summarize The UnderlyingNeed
I once went into the office of a greatly admired billionaire CEO with a colleague. He had been asked to come strategize for 90 minutes on how to identify and solve the CEO’s top leadership problems. The CEO talked about scary changes in his industry while laying out his heart about his team and their strategies. When he stopped talking, my colleague was presented with the perfect opportunity to summarize the client’s underlying need. Instead, he directly asked the CEO what he thought the next steps should be. The CEO was unamused and said, “Well, I don’t know. I was hoping you might tell me.”
My colleague should have taken a moment before responding to analyze the emotion behind what was just told to him. Once the client realizes you understand their situation, they’re more likely to listen to your plan of action.
Say What You Plan To Do
Smart people worry about putting themselves out there by offering a plan. They fear that another smart person is going to disagree with them. They worry about proposing a plan that doesn’t work. That’s why many advisors stay “safely vague” rather than offer a specific plan. But being vague doesn’t help leaders solve their biggest problems. You must have the courage to propose a plan. The key is to be as specific as possible. Break down your ideas and lay them all out. If the client has concerns about any areas, you can address them, but they’ll be happy to see the wheels are turning in your mind as you come up with solutions to their problems.
Ask If They Want Your Help
So many smart people get a gag reflex when it comes time to ask for the sale. They think selling is evil. They don’t view themselves as salespeople. And besides, if a client realizes how great a consultant is, they will ask for the sale themselves, won’t they? But business doesn’t happen that way. The client wants to know you want to help. It’s theirinsecurity that often holds the client back from closing themselves. That’s why you have to do it. And don’t view it as selling – view it as an offering of help. Don’t you think it’s nice to offer to help somebody accomplish something important to them?
Keep Your Customers Happy By Avoiding These 3 Selling Strategies
You’ve probably been on the receiving end of some poor sales strategies without even realizing it. For example, a salesperson said something that rubbed you the wrong way, sending you out through their doors and into the arms of a competitor. While it might have been a frustrating experience for you then, it’s much worse if you or your sales team use these tactics in your business.
You want your customers to enjoy working with you, so you and your sales team must utilize strong sales strategies. Here are three selling tactics you want to avoid at all costs.
Not Addressing The Customer’s Primary Problem: Customers rarely walk into a place of business on a whim anymore. They usually have a very specific problem they need help to solve. Fully listen to their concerns and provide a solution to their problem. Do not push your products or services down the customer’s throat if they have nothing to do with their dilemma.
Overpromising And Underdelivering:
Some salespeople think the key to boosting sales numbers is to promise their customers the world, even if what they’re promising is impossible. If you fail to deliver on your promise, you’re essentially lying to your customers, which destroys their trust in your business.
Arguing With Customers: You may know your product or service better than your customers, but that doesn’t mean you should combat them if they have concerns or unrealistic expectations. Stay silent and ask questions about what they need. The second you start arguing with them, you’ve lost the sale.
How To Make A Positive Experience For Unhappy Customers
When a customer is upset with your business or team, you may think there’s no way to sway their opinion. This couldn’t be further from the truth. You have the power to please and change the views of unhappy customers. By utilizing the following strategies, you’ll know how to handle displeased customers and maybe even turn them into lifelong clients.
Listen To Them. Your customer’s complaint likely has nothing to do with you personally, but how you respond to them can make or break their lifetime value. Be empathetic and listen to what they say.
Be A Creative Problem-Solver. After you hear the concerns or complaints from your clients, ask yourself if their problem is solvable. In most cases, it is, but it will require some brainstorming. Think outside of the box and deliver exceptional service, and you’ll gain a customer for life.
Work Efficiently To Solve The
Problem. When you get a complaint from a customer, don’t sit on it. They want an immediate solution or response, so take a minute to think and come up with a solution that works for everyone.
