Tips on How to Close More Sales

II still vividly recall the first time I was able to sell something. It was the year 1990, and I had just turned nine. Our family has recently relocated from New Jersey to Loveland, located in the state of Colorado. It was the middle of the summer, and I couldn’t stop thinking about purchasing a boombox. Not just any old boombox, but the most recent model of a boombox, which features an integrated CD player. Don’t forget about those things.

Problem. That boombox was $200. I did not have $200. And my parents would not give me $200.

I was told, “find a way to make your own money.”

So I did.

I asked to borrow their lawnmower and proceeded to push it down the street, knocking on doors and asking the neighbors if they would pay me $15 or $20 to mow their lawn.

Three doors down, a sweet older woman answered the door.

“Hi, I’m Matt. I am working to save up to buy a boom box. Can I mow your lawn?”

“Why yes you can, you adorable little guy. How much can I pay you?” She replied.

“How about $20?” I asked.

“Done deal sweetie. Make sure you do a good job and I might give you a tip!”

Then, this sweet little old lady patted me on the head and pinched my cheek.

Since that day I have sold a lot of things. Lawnmowing, snow shoveling, candy bars out of my middle school locker, magazine subscriptions, shoes, painting, roofing, real estate, books, Pirate Patches, and jiu-jitsu memberships to name a few.

Over the past three decades of selling, I have learned many ways to sell, sell well, sell better, and eventually sell excellently.

I train small business owners and entrepreneurs, and one of the most common challenges I see they face is dealing with sales. Some people are confused about the procedure. Some people have a poor grasp of psychological concepts. Some people are simply terrified of selling their products or have a negative association or connection with the process of selling. Many people neglect the step in the sale process that is absolutely essential.

Here are a couple of tips to help you sell more and sell with excellence.

Think of the sales process as a football game. Your objective is to move the ball down the field and cross the ball over the goal line. Crossing the goal line constitutes closing the sale.

You will begin this drive at a particular point on the field. Maybe your own 20- or 30-yard line, if you have a previous relationship with your potential client. You may be on your own 1-yard line if you are approaching a contact who does not know you. You may have a motivated buyer that was referred to you by a previous customer, finding yourself close to the end zone.

Either way and no matter where you start, here are the things that drive you forward.

  • Be yourself and be real. Don’t be fake. Authenticity wins.
  • Build rapport with your buyer.  Have a genuine interest in them.  Ask them questions to find out more about their life, their family, occupation, hobbies, dreams, and goals.
  • Qualify them.  Are they actually ready, willing, and able to buy what you have to sell.
  • Don’t chase people, rather behave in a manner in which they are attracted to you.
  • Ask tons of questions to find out obvious and hidden motivations to buy.
  • Discover their main burning problem and how you can solve it.
  • Ensure that you are liked and trusted by your potential buyer.
  • Keys to build trust include being reliable, consistent, honest, and quick and clear to communicate.
  • Underpromise overdeliver.
  • Know and share your unique value proposition.
  • Let others speak for you. Bring referral.

Here are some things that cause you to lose yards

  • Being pushy, cheesy, obnoxious, and annoying
  • Seeing your prospective buyer as a dollar sign and a sale instead of a person with a story, and a need that you can serve.
  • Lying or stretching the truth about what you can deliver
  • Overpromising and underdelivering.
  • Always try to close your buyer before they are ready.
  • Not being able to read, understand, and adapt to behavioral and body language ques

And finally, the most important part is crossing the goal line.  I see so many entrepreneurs, business owners, and salespeople get to the 5, 4, 3, 2, and 1-yard line and they forget the most critical piece which is this.

INQUIRE ABOUT THE BUSINESS! Make your request for the job as specific and direct as possible. When you have done so, pause your conversation and wait for your buyer’s response. They might have a concern that needs to be addressed, and you can do that by voicing their concern explicitly, gaining an understanding of it, and then addressing it. The next step is to APPLY FOR THE JOB.

Remember you will not receive what you do not ask for.  Wishing you much success in your selling.

For more FREE tools to help you grow your business and advance your leadership, click here.

what you can read next

Can You Unplug?

One of the most magical moments of the Hike of a Lifetime on the Camino de Santiago was the fact that we completely unplugged from

Read More »