Tuesday, November 15, 2011

What did you say? (A simple secret to closing more deals)

Have you ever been in a sales situation where the prospective client is listening and you're feeling you've got the deal, but you still lost the job?

Over the years, I've sat through a number of sales presentations where the contractor spend most of the time talking about themselves. They talk about their years of experience, the jobs they have done, how wonderful they are, but never do they listen to the client.

Talkers are those who measure the value of their conversation by how much they talk about themselves. They never run out of things to say about themselves, and they never listen.

If you want to close more deals you must do these two things.

  1. Focus your attention on the needs of the client. Remember, it's all about them, not you.
  2. Ask revealing questions and don't be afraid to drill down with more questions.
People buy for emotional reasons. Those reasons are:

  • They WANT something.
  • They NEED something.
  • They DESIRE something.
  • They seek a SOLUTION to their problem.

They resort to low price when they can't satisfy their emotional reasons. With that thought in mind, focus on them, ask revealing questions and dig deeper to get to their bare bone emotions for seeking your services.

The secret to closing deals is to ask questions and listen.