Ron Funk is a highly regarded, Toronto-based management consultant with more than 30 years of progressive, multi-functional experience. He specializes in competitive strategy development and profit optimization. Ron solves the problems that really matter.

How to Secure Agreement and Close the Sale in a Salon

While 75% (or more) of adults in countries like the US and UK own a smartphone, more than a quarter of them say they rarely use it to make or receive phone calls. This tendency to prefer less disruptive digital communication, especially among those who are not closest to them, is only accelerating among millennials. Soft closure is a way to show your potential customer the value of your product and then ask a low-impact question to see if they`d be open to learning more. You want your potential customer to feel like they`re missing out on the opportunity of their life if they say no to you – or, if it`s too extreme, they should ideally feel like they`ve missed an opportunity that won`t be easy to replicate or find in the foreseeable future! If you learn how to close a sale by taking advantage of this fear of missing out, your potential customers will be eager to work with you. Take those sales closing skills now and go out and make sales! To make a sale, ask your customers questions about their needs, such as “How are you going to use this?” Use this information to recommend the perfect product. Give your customers clear information about their options and reassure them with an authentic smile that shows that you are happy to help them. If your customer seems ready to buy, try a direct offer by asking, “Can I write this for you?” If your client is hesitant, try an indirect closure by asking more questions like “Will this meet your needs?” For more ways to close the sale, read on! Again, this can be done without relying on cheap advertising tricks that seem dishonest and dishonest. The key to creating that fear of closing a sale is to take advantage of your unique selling proposition – the thing that completely sets your business apart. Traditional sales closing techniques usually use psychological tricks designed to give that final boost. Here are two of the most common. When not to use it: If your potential customer is not familiar with the nuances of thinking and is not asking you for anything special or unique. Address concerns.

A salesperson who can listen learns everything they need to know about selling to a customer. A few targeted questions, coupled with a genuine interest in what the customer is responding to, will reveal any concerns that might stop a sale. Through their knowledge of the products and what they learn about the buyer, sales representatives can show how the product can address these concerns. Hostile + Weak: The worst sales style that combines negative energy and mentality with a willingness to go in the direction where the wind blows that day. Suffice it to say that this is not the approach you want to take when trying to close a sale. Everything about your interaction style, from tone of voice to how you can perceive what your potential customer is thinking, will affect their ability to close a sale quickly and efficiently. If you waste time talking about product features that your potential customers clearly don`t care about, or if you spend ten minutes talking about the weather, you`re wasting their time – and that puts you in the fast lane to never hear anything again after a first call. If you follow these sales techniques in the right order, the customer will move through the sales funnel at a good pace and may offer you the opportunity to sell them additional items. Some people hear selling points all the time, so they understand that they have the upper hand in the discussion. You can ask for add-ons or discounts because they know you expect that.

To cope with these experienced negotiators, surprise them with the Sharp Angle Close. If you have a permit, give them what they want – but at a price: “Yes, I can offer you three months of service for 10% off – but just sign the contract today.” When you`re ready, we`ll start with some of the basic scientific information about why sales aren`t closing and where you might be wasting your energy. Depending on who your decision-maker is, this is half the battle to reach them the way they want to be reached. For most salespeople today, this means relying on email as the first means of communication, typically with the typical purpose of scheduling a phone call (or video call) to discuss the solution in more detail if you`re interested. Now, there are plenty of resources for the idea of a unique selling proposition – but realistically, that “secret sauce” that sets your business apart should be built into your business (and therefore your sales pitch!) right from the start. By explaining that there really isn`t a comparable company that can do what you do the way you do, you convey the fear of missing out on your potential customers. They know that if they don`t agree to work with you, they won`t have access to the unique qualities you bring to the table, the specific skills you possess, or your unique selling proposition. That being said, you still don`t want your sellers to spend hours with a single buyer without making a sale. This graduation technique relies on the power of positive thinking.

If you think you`re going to close this deal from the first reach via email, it can have an incredible impact on the rest of the sales process. Close organically. After hearing questions about how the customer would take care of the product, what else would be involved, or delivery issues, it`s time to summarize all of this. The seller may be tempted to push for a deal, but this is a mistake. In addition, any objections they have raised will immediately rise to the surface, giving you some leeway to launch your meters carefully prepared for their objections. If you still can`t close, there may be a few extra questions you can throw away there to get the sale. As a salesperson (or founder who drives sales), your only goal is to get clear results: a “yes” or a “no” – but never a “maybe”. Follow these steps to bring your potential customers to a final result as soon as possible. In the 80s, while I was developing my own retail techniques, I heard a sales trainer say that once the buyer is in front of you, you should try to close the sale.

A customer can sense if you are real during the sales process. In other words, it`s important to convey to the customer that you care about their business and not just the case. Turning off too calculated can deter people; However, remember that there is nothing wrong with being prepared. It`s normal to look ready for any question that gets in their way, but don`t pretend you don`t care about the client`s best interests. Competition for business is fierce. Knowing the areas where you are more competitive than your competitors can lead to this quick conclusion. Again, it`s all about preparation. Do some research and make sure you write something you do that your competitors are not. This is often the biggest selling point, so you don`t want to ignore it. The list is long, but you have the idea: avoid formulating questions in a way that assumes your potential customer said yes before doing so. If you do, a yes won`t become a no – but it could turn a maybe into a no, and you`ll be back on the drawing board wondering how to close a sale for the millionth time.

Not only that, but when you ask your potential customer to tell you what they think, the intrusive sales trope is turned upside down – after all, you`re not forcing the information down their throat, but you`re listening and asking for their opinion. This attentive, customer-centric approach will also make you look more trustworthy. Here, sellers make an offer that contains a special benefit that requires an immediate purchase. For example: Building trust. In every relationship, trust is built through back-and-forth communication. It is only with the back and forth that sales representatives are invited to meet the needs of their buyers and propose solutions. Ask questions, listen to their answers, and share something from your own life. This step elevates the retail employee to the role of trusted advisor and helps the customer feel comfortable buying the products from home. Here are a few phrases to avoid before officially closing a transaction: Is Catherine guaranteed to be my business decision-maker who unilaterally has the power to buy my tool? No, there are no guarantees, but experience gives me reasonable confidence – and that`s enough information to assume at this point. Theoretically, it`s actually quite easy to learn how to close a sale: show up ready, give your pitch, answer your potential customer`s objections, ask questions about the sale, and follow up if necessary until you get a final answer.

If you follow my articles here on the Bidsketch blog (and you color me very flattered if that`s the case), you`ve read my latest article on how to deliver a great sales pitch. However, in the interest of covering the structure of a sales pitch as a whole, we didn`t go as far as we could have on the aspect of sales that affects entrepreneurs the most: how to close a sale. However, if you know you`re about to close, try those questions that force your potential customer to explain why they`re holding back so you can lead them to the reasoning that makes them say yes. Much of the actual work of closing a sale is actually done in preliminary research and early conversations where you qualify your potential customer and determine whether or not they will benefit from your solution. If your potential customer doesn`t fit your ideal customer profile, you shouldn`t waste your time picking up the phone or lining up for more email awareness campaigns. Here`s another final question: “Is there a reason why we can`t continue the series?” You`re not the only seller who`s afraid to close. Without that sense of risk, however, making a successful sale wouldn`t be as exciting — leading sellers to continually strive to do more. .