Friday, 2 October 2015

10 Rules to closing sales

Blog post number 111.

It's been seven years of front line sales work, I start to think it's about time for me to move on to do something else. Doing sales may prove to be challenging work, especially for a fresh grad or natural introvert which I think I was once both.
Doing sales has toughened me up greatly. Along the arduous journey from which I didn't start off from a sales background, I have come to realize the following rules on doing and closing sales these years...

  1. Smile.

  2. Speak your customers' language.
    Communication is tough if one speaks chicken, one speaks duck. Language is really a power tool... Or does Google translate?
    1. Cluck cluck... you talking to me?

  3. Ask and listen more than you speak.
    There's a Chinese saying: "The more you talk, the more err." So learn to lend a listening ear.

  4. When you do speak, speak with confidence and conviction.

  5. If the customer can't describe what he wants (as he doesn't know what he wants), then he's a 'browser'. No need to waste your breath further.

  6. Avoid technical or bombastic terms. Use simple terms to instill ideas. Customers would not be impressed, they would be confused.

  7. Avoid giving customers too many choices. Because that makes it harder for them to make up their minds. 

  8. Look at what product(s) they seemed interested at and engage them about it (list some pros and cons).

  9. In times of complaints - instead of explanations, it's best to offer solutions.

  10. Customers might not be always right (I am sure your boss tells you otherwise). Still, do acknowledge their feedback and remember to say 'Thank you'.

See previous post: Body language - the key to success

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