In today’s fast-paced business environment, sales leaders are constantly seeking new and innovative ways to engage prospects, close deals, and exceed targets. Mastering effective sales techniques can be the key to unlocking greater success for both individual sales professionals and organizations. But with countless methods and strategies available, how can sales leaders identify the most effective techniques to drive results and enhance their team’s performance?
1 . The Psychological Pause
Many sales agents fail to close the deal because they over talk and allow their anxieties to rule the conversation. I teach a technique called the psychological pause to sales agents to help with this. Think about dealing with children that are wanting an answer from you right away, when you are not clear on a decision yet. If they keep pressing you, your mind goes to the immediate “NO.”
If you need an answer right now, the answer is NO. So when you are presenting new information- the cost of the product, what they will need to pay, an offer, your commission, etc. Lay out the information in a direct way, and then shut up until they speak. Let it get awkward. Let them process what you just said. Learn to sit with your own anxiety for a second and you will close that deal everytime!
2 . Prospecting Through Attraction
Attracting business is easier than you believe. You can absolutely attract the type of clientele you want and that is easier to work with. Take 30 minutes to write out your dream client. Who are they? What kind of career do they have? What is their personality like? What do they do in their free time? Who are their friends?
When you sit down and answer these questions, you know exactly where to invest your marketing and energy while attracting the people you enjoy. Life is so much better and easier when you work with people that like you and you like too.
3 . Position yourself as the person that can solve any problem
Clients like to do business with people they like, know, and trust. More importantly than those factors, people like to do business with professionals that “have them” and “got them.”
We all believe trust is the most important however until we know you, we cannot trust you. When you position yourself as the expert with many experts behind you, they will come to you for everything, including the thing you sell.
Early on I positioned myself as the girl that had the handyman, plumber or any household help you needed. My people were the real deal and won’t take advantage. When consumers are calling to get a reliable painter- chances are they are calling you when they need their house sold!
4 . Build Rapport Through Transparency
I have one tried and true proven strategy that immediately builds trust and makes everything smooth. If you screenshot responses from the other agent, buyer, or seller and show your client exactly what you are receiving, they will believe everything you tell them going forward. You do not have to do this every time, but if you voluntarily do it in the very beginning when there are no issues, they will not need it again.
5 . Closing the Deal
Sales is simply getting someone what they want with the least amount of resistance. We make the road to getting what they want smooth and simple, in a World of exit ramps. We keep the vehicle moving to the finish line.
Many struggle with closing the deal, because there is an exit at every corner and by the end emotions are high. The key is to acknowledge any feelings or hesitancy, come up with a solution, and then sell the dream when it is over.
For example, “ I know you are feeling like this home may not be the one after all, because of all the financing issues and mean sellers. Your financing is one step away from being finished and once the sellers are gone, you will never have to deal with them again! If you were to remove these emotions and looked at the house, does it fit your needs? Can you see the Christmas parties and get-togethers here? Once this is all over you are not going to care about any of it.”
That closes the deal everytime! It is a formula that works!