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When using this tactic, I increased my closing ratio by over 50%. So, why would you waste your time chit-chatting about random topics with a potential customer?
At the same time, you shouldn’t use this unless it’s true as lying to potential customers is a bad way to start a working relationship. You don’t have people’s undivided attention forever.
When pitching customers, make sure you tell them what they need and want to know.
I’ve found that when you tell them more than they want to know by trying to throw in something that’s mind blowing, sometimes you’ll increase the likelihood of closing the deal, but in most cases .
At the end of the day, if your product or service is that good, the person you are selling to should feel privileged to use it.
If you are one of those people who wants to be a bit pushy instead of just waiting things out, you can always create a sense of urgency to close the deal. For example, when I had a consulting company, I told potential prospects that if they wanted to work with me, they had to sign the contract by X date as I only had one opening next month.
Yes, your engineers can give you a completion date, but chances are there will be delays. You don’t have to give your customers your product or service right now. By having them sign up right now, you can always give them a discount to entice them.
What I also like doing is to close the sale ahead of time and tell companies that there is a 30 to 60 day implementation time frame as this buys me time.
When I first started selling years ago, I had a tendency to say yes constantly, even when I couldn’t deliver.So, make sure you are keeping track of time to get your message across as quickly as possible.If you have spare time after that, you can start chit-chatting about common interests as that will help build a stronger connection, but you shouldn’t do that until you get all of your major points across and have the person on the hook.[Tweet This] It actually turns out that the opposite is true.Men who are comfortable with emotions, in touch with their feelings, and who are willing to open up, enjoy better relationships and more satisfying marriages. Women are attracted to men who are alive, who demonstrate sound judgment and act in ways that suggest a secure future.
Whether it’s someone coming to you or whether you are finding someone to sell to, the first thing you have to do is qualify your potential customer.