World of Selling How to close a deal

Universal Business School

Written By : Omkar Phatak Date : 30th March 2014 This E-Book is written on the sales concepts of Zig Ziglar. While reading this short book recall your memories when you were involved in process of selling and analyze the mistakes you were doing at that time. I am sure this book will be beneficial to you all and once again welcome to the “World of Selling”.

H O W T O C L O S E A D E A L

“If people like you they will listen to you, but if they trust you, they will do business with you” ZIG ZIGLAR Selling is transference of feelings. A successful sale is always when you are able to transfer your feelings about your company and your products to the customers. If you are able to make him feel the same thing what you are feeling about your products and company then the job is done. But you should firstly believe in your company and your products then only you can create a positive vibe with the prospects. People don’t change their minds; they do make new decisions based on new information available to them. If your prospect is not interested in having your product then don’t be after his life bombarding him with offers and promotions, rather give him new information on your

Ignite Your Sales Career

Transfer Feelings

Successful Sales

product and bring out the points of similarities (POS) and points of differences (POD) and inform about the benefits he will be enjoying by having your product. Always think of others while selling. If you are making a career in sales then try to create a long term relationship with the customers. Don’t pitch in your products only for the heck of selling, pitch in such products which will be best for the customer.

According to Zig Ziglar there are many important points to be kept in mind when you are involved in the process of selling.

A good sale is when a customer is the bigger winner in the transaction, only then he would turn up to you for this future requirements.

The character clause” – there are 2 reasons for success in sales process:

a. Trust - Trust is most important because a prospect will buy your product only when he/she trusts you. Now how to build trust is by showing a character of caring, that you care for the needs of others.

o Include everyone from bottom level people to top level people in your selling activity. Maintain good relations and be nice to everyone in your target company. This is because a sale is not completed unless a need is satisfied, product is delivered, payment is done and the customer is happy.

It’s often in sports that opponents study each other’s weakness and then try to exploit it during

the game. Same is the case with selling; in sales you should understand customers pain points/needs and then while trying to sell him you should exploit his weakness by offering him a solution which will solve those needs. You solve their problem and you will be successful

“The three question clause”

o Let’s assume that you demonstrated a product and that you informed them how it can save time and money. Now ask three questions simply

Can you see how you can save time and money using this product or service? Are you interested in saving time and money? When do you think you ought to start saving money i.e. when do you think you will

be ready for the product or service?

All these questions are examples of persuasion. Sales requires continuous thinking and brain storming process and deals with many questions as to how do I penetrate the prospect, what are his needs, do I have the product to satisfy his needs, if I don’t have a product that he needs, how can I alter my product to fit the customer needs, how to persuade him to avail of my products or services?

As we have said earlier that people don’t change their minds, they change their decisions so if a prospect have decided not to buy your product don’t force him to buy your product because it will irritate them and you don’t want to irritate your prospects. What you can do is give them new information which can change their perceptions about your product and about you. In this way prospects may change their decisions and say yes to you.

Customers buy your services or product only when they feel that the value is more than the price which they are paying.

HOW TO OVERCOME PRICE OBJECTIONS

Hit Customers Weakness i.e. Needs

If a prospect is saying “that price is

ridiculous” in harsh tone then you might just

want to repeat his statement but in lower

modulation showing a defensive attitude

“that price is ridiculous”. This way you make

the prospect defend his statement and give

you a room to negotiate. Always remember

that your voice inflection is the only tool you

will be having while sitting in front of your

customers and negotiating on price.

With right choice of words and if you use right inflection in your voice then you got a better

chance of winning a deal.

Always try to justify your price by showing the benefits that the prospect will enjoy.

o Remember always Benefits – Cost = Value.

o More the value more will be the chances of selling your product.

“Fear of loss clause” - Make customers feel that its best to spend a little more than you

planned instead of little less than you should. You could be paying a little less but then you may

not enjoy all the features that are required by you and at that situation you would be wasting all

your investments.

Still if customer is saying that price is more then assure the prospects that it’s a price which

their company have decided because it’s their ideology that no customer should complaint

about the quality of the product and so we believe in delivering with the best of quality and

thus that the price set is fair for the product or service.

Give a legitimate value to the prospect before asking for the orders. Don’t behave like a

pressurizing salesperson.

If relationship has been built with the customers then try to upsell but be careful, don’t be too

pushy.