How To Be A Closer (Sales) + My Sales Process Revealed
In this article, you will find out how to be a closer. A lot of people are starting a business, and they’re having conversations with their clients, on Facebook, phones and in real life etc. What usually takes place is lot of chit chat, hours of chit chat, and they’re wondering, why can’t I close? Where is the sale? I told him all this free information and he knows I have a product. How do you become a closer?
For me, when I have a conversation with someone, of course I provide free value and advice to them. Everything is going towards a sale all the time, and all the conversations are going towards the sale. I’m seeding the idea in their thought processes, by educating them that they need a certain product, a certain service. Of course, only if they actually need it – you don’t try to just sell to everyone.
This works by following a structure in your sale. If you follow a structure, it allows you to head towards a sale. In the beginning, maybe you do a little bit of chit chat, for about a minute and a half. Then you need to determine if they’re the right client, or the right prospect to work with. Your’re not going to sell to someone who’s not qualified, who’s not suitable, who your ‘re not going to get a result with.
That’s what you need to do in the beginning: ask questions such as ‘whether they can afford it?’. Do they have the time to implement it? All that stuff, Once you have that established, and you have all your screening questions laid out, and you’ve screened them to see if they fit into your ideal client, Then you can continue the conversation, start pitching them the products and what they actually need.
When you were screening them, you could also ask questions such as, what do you want to get out of this? Etc. Use what they actually want to get out of it, to get results, to pitch. Adapt your pitch, your product, your service, to what they actually need. Connect what you’re offering, to what they need. Say something like ‘does this seem interesting to you? Is this something you’d consider?’, then the other person will respond with ‘“yes it’s cool, but…”’ Then they’re going to have some issues, they’re going to have more questions. You need to resolve it based on your previous calls, and your previous sales experience. If you don’t have any previous experience, you’re going to have to wing it, then see what their reaction is. Then base your answers on their reactions.
You have to solve the issues they’re having, with from not buying through you. You need to be 100% convinced that what you’re offering is 100% perfect for them. If it’s not, it’s very hard – almost borderline unethical, to sell to them. Only sell to people who are qualified.
Once you’ve gone through this process, pitched it and then they’ve given you reasons as to why they don’t want to buy from you. You solve those issues for them; then they may be able to buy. Then send them a payment, tell them to join now, here’s the link, here’s how it works and here’s what you get immediately.
In some cases they’ll say, they need to wait, or a number of other reasons. I respond with “you can have three days, I’ll talk to you in three days”. I’ll sort out a time and date and I’ll tell them I’ll introduce you them to the product, to the service, I’ll do the introduction call. It’s assumed that they’re going to pay, once you get to that point. When you get to that point, when they show up to the call, about 90% of the time they’ll pay you instantly or they’ve paid half, if they haven’t already paid earlier. I hope you got them excited.
That’s the sales process, that’s how you sell and become a closer. You don’t chit chat for hours, you don’t answer all their questions. Some people just want to get answers out of you, for free, and just say “I’ll think about it”. Don’t let them do that; you need to take control. You need to head in the direction of the sale. If your ’re giving to much information, they’ll think that you give to much information away for free, and they’ll think they don’t have to pay you as they can get it for free. You need to establish a frame, that you’re the kind of person who gets paid for what you do.
You have a valuable service, a valuable product, that he believes in 100%. This belief is based on your experience with previous clients, what you’ve done for yourself and other results.
That’s how you become a closer; you can very easily test it out my sales process on your business. Let me know how it goes in the comments below or if you have any questions.