One of the things that is most discussed today is increasing the effectiveness of sales teams in sales closures.If you search for “closing techniques” on the internet, at www.google.com, for example, you will find pages with almost 300 or 400 closing techniques.
There is the “puppy” technique, the butterfly technique, … in short, there are techniques for all situations.
The question is whether there are in fact magic closing techniques.
Can we use one of these strategies and close a deal on the spot?
Is the client so “distracted”, to say the least, that he goes along with this?
I’m not saying there are no ways to influence the closing. In our courses we teach people the most psychological component of selling that is often forgotten in traditional sales courses.
There are studied ways of approaching customers that allow them to relate more easily to the sales person.
We all know that there are customers with whom we get along well and others with whom we cannot deal so easily.
Can we afford to ignore those we have difficulty dealing with?
Of course, we can’t. It is important that salespeople adapt to the person in front of them and can create empathy with any kind of customer.
However, that alone is not enough. To achieve closure it is necessary that the sum of all interactions with the customer has been effective and well targeted.
Think about the following situation: the customer sees an article about the company and decides to call for more information.
He calls the company and it takes 10 minutes to answer the phone.
Finally, nearly frustrated, someone answers the phone and passes the call to the commercial area.
He is answered by a young and dynamic commercial who, due to the enthusiasm with which he approaches the issue, manages to schedule a meeting.
The day of the meeting arrives and the commercial arrives 15 minutes late without even notifying the customer.
During the meeting, and after the initial excuses, the customer becomes interested in the product. However, since the delivery time is a critical factor for him, he wants to know if the commercial can deliver within the time he needs.
The commercial assures the customer that yes, the delivery times will be respected…
Let’s pause and think… what do you think the client is thinking at this point?
Isn’t there a little bell ringing in his subconscious? Won’t he be thinking:
“Hmm, 10 minutes to answer my phone, 15 minutes late to the meeting…”?
Do you think he’ll believe your product will be delivered on time?
Yes, we often try to increase the effectiveness of sales by focusing only on price or product, when all interactions with the customer count towards being closer or further away from the closing.
Analyze your business processes and try to see, hear and feel what your customers feel when they deal with you and your company’s employees.
Is your company conveying an image of trust and professionalism throughout the process?
Also published on Medium.