Matthew’s Business Tips: Making a Sale Versus Pushing Customers Away
Have you ever driven onto a car lot and had ten salesmen approach you from different directions before you could even get out of your car? Have you been shopping in a furniture store only to find yourself being followed closely by an employee who is over-eager to talk to you? Do you find it annoying when you are trying to browse or consider a purchase, anda salespersonrefuses to leave you alone for a minute? If so, you understand how your clients may feel if your questions and attempts to help are aggressive instead of assertive.
Be Helpful While Guiding Customers and Clients to Action
You want to provide information and encourage your clients and customers (prospects) to purchase your services or goods. However, if you are too aggressive or intrusive, you will lose the sale. There must be a balance between aggressively pursuing a prospect and driving your prospect to another company.
No one cares for a pushy salesperson, but everyone wants help immediately when they have questions or concerns. How can you make sure that you are actively pursuing prospects without pushing them away? Learn to ask sales questions that are assertive without appearing too forceful or relentless.
Turn a negative response into an opportunity for a positive resolution.
You are not going to like all the answers you receive from prospects. Consider that client who said they would decide by the end of the week, but drags their feet and gives excuses. Instead of showing your displeasure with a delay, thank the prospect for letting you know about the delay and ask if there is anything you can do to help in making their decision or coming up with a new deadline. Prospects that continue to push deadlines back repeatedly probably will continue to drag their feet.
Learn to ask for what you want without making the situation about you.
Avoid using the words “I” and “me” when you are trying to make a sale. Instead, focus on the prospect. Instead of saying “I need to have the contract by Friday,” you might try “You could begin using the product sooner by getting the contract back to me by Friday.” You are offering an incentive and telling the person exactly what you want him or her to do without focusing on your desire or need to secure the sale.
Ask questions instead of making statements.
Statements may be direct, but statements may also put off some prospects. Instead of saying “I will be here on Friday for the signed contract” you might want to try “Do you have time for a quick cup of coffee on Friday when I come by to pick up the contract?” Bringing a cup of coffee from the coffee shop is a small price to pay for getting a prospect to confirm a date and time to close the deal.
Still Looking for More Sales Advice?
Improving your sales pitch is an ongoing process. Some articles that might interest you include:
- “Closing Sales Techniques” by Thomas Phelps
- “15 Tips and Tricks to Close More Deals and Make Tons of Money” by Eugene Kim
- “6 Super Simple Tricks for Closing Way More Sales” by Marc Wayshak
About Matthew Fornaro, P.A.
Matthew Fornaro, Esq. provides comprehensive business law services throughout Broward County. To request a consultation, call 954-324-3651 or contact us online.