You're doing business in a market with "hundreds of sellers and thousands of buyers." To survive, you must win over every customer on the first negotiation with clever improvisation. Quick thinking, tact, sincerity, and subtlety in every situation are advantages that will help you succeed.
1. "Divide and conquer"
If we have to sell to two people at the same time, and one is more proactive than the other, focus on the more proactive customer while assuming the other is also about to agree.
2. "Many small things add up to a big one."
Selling is a process. "Little by little, we achieve great things." Gradually, by winning over small compromises with customers and combining them, we can reach a larger agreement. Selling insurance is easier if we can reach a compromise with the customer on issues such as: the amount of periodic premiums, payment terms, payment methods, and the benefits for the insured. Reaching a compromise on all these issues will automatically result in a complete insurance contract.
3. "Assuming the deal has been completed"
This is one of the best and most commonly used closing techniques. Let's assume we've already secured the order. Always use language as if we're about to do business with them, and the discussion will simply be about clarifying the details of the contract. For example, say: "Let's discuss the specifics of the work!"
4. "Horse trousers"
Imagine trying to pose a horse with one leg lifted forward. To get a good shot, the photographer might have to walk around the stable hoping that the horse will suddenly lift its leg so he can finish his photograph. The situation is similar when a salesperson has to deal with stubborn customers. After trying to complete the task without success, change the subject and then return to the main task. If the customer still refuses, try again until you have another chance to see if you can finally get it right.
5. Diligently
In sales, only perseverance, never giving up, and the effort to win over customers will bring us profit and commission. Therefore, get up after failure, and try again.
6. Silence
After making an offer, let's remain silent. Speaking first will lead to failure. The response to our offer might be "OK!" or a protest. If the answer is "OK!", proceed with specific delivery terms. If the answer is "No!", consider this important information; it will help us resolve the issue and complete the job next time.
7. Conditional termination
Customers will inevitably put up barriers by asking for more time to think or avoiding closing the deal. For example, "We don't have enough money yet!" or "I need my boss's approval." In such situations, we can still close the sale by suggesting: "Perhaps we understand each other. As you said, everything is fine except for this one thing. So, if I help you resolve this issue, you'll agree to buy, right?" Here, the secret to closing the deal is: let them commit to buying only if we are confident that we can satisfactorily resolve their concerns.
8. Show the effect
- Give the customer a piece of paper and a pen, and ask them to list all the benefits of the product. Help them create a list that is as long as possible, and remember to number them in order.
- Next, we asked them to list the restrictions on this product. Of course, we wouldn't help them anymore. As a result, they found very few restrictions.
- Now, ask the customer to analyze and explain the significance of the above data. The end result will be that they will proceed with the purchase from us.
9. Negation with implied agreement
Ask the customer if we've made any mistakes. Objectively, they'll provide an accurate assessment, giving us a basis for addressing these shortcomings. Ask them a series of questions that will typically be answered with "No," but imply a favorable outcome for the sale. For example, "Are you concerned about our company's reputation?" – Answer: "No!"; or "Are there any unsatisfactory aspects to our terms?" – Answer (again): "No!". At this point, after receiving enough negative responses, we can conclude with a more direct offer: "You are satisfied with the product and service our company provides, so please tell me what address we can ship the goods to?"
10. "Limited-time discount"
Making the customer think they only have a short time to take advantage of a purchase opportunity can make it easier to close the deal. We could say: “This item is on sale until 5 PM today; after that, the price will increase by about 30%.” Needless to say, we shouldn't lie to make a sale; the key is to say it convincingly.
Sources: According to "Instant Sales"
