Six Common Closing Mistakes
When working with a client, it’s easy to fall into common traps that will result in negative results—a blown contract, a lost sale or a damaged relationship that is difficult to repair. It’s best to avoid the traps altogether. And knowing what some of the traps are will go a long way toward avoiding them. Here are six common closing mistakes, and how to avoid them.
- The sales person talks too much and doesn’t ask enough questions. Take the time to listen. Often the prospect will tell you exactly what you need to know to close the deal. Asking questions will help you qualify your prospect and find out if your product is right for them.
- Sales person over-controls the call; asks too many closed-end questions. Remember, a sales call is also a conversation. Asking open-ended questions allows the prospect to open up.
- Sales person doesn’t recognize client needs and/or states the product’s benefits too soon. Take the time to learn about what your prospect actually needs, and what he’s looking for in solution. Once you’ve zeroed in on his needs, then you can state the benefits of your product that meet his needs.
- Sales person doesn’t recognize, and doesn’t professionally handle a client’s negative attitude. If your prospect has a negative attitude, or becomes difficult, you can’t afford to respond in kind. That will never result in a sale. Be understanding; offer to call them at a later date, and calmly back off.
- Sales person makes weak closing statements and doesn’t recognize buying signals. Your closing statements should present a succinct air-tight case why your product meets or exceeds the prospect’s needs, fits their budget and is better than what he will find elsewhere. Watch their body language, listen to audio cues and make it easy for them to buy.