blueskycoaching.com.au
by Tania Basheer, Publisher

10 Ways to Close the Sale



Vol . 3, Issue 6
27 Jun 2007
  In This Issue:
Living the dream is published by Tania Basheer, Blue Sky Coaching on the 27th of every month.

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  Welcome Quote of the Month
 

Welcome to Living the dream, my monthly e-zine written to inform, inspire and invite you to take action and start living your dream.

If you enjoy reading this e-zine, please pass it on to anyone else you think might enjoy receiving it too.

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Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not selling a product or service.

- Brian Tracy

  Hi! From Tania
 

Hi Reader,

I hope you're staying warm if you're in the middle of winter like me, and lucky you if you're enjoying summer this time of the year.

Rick, Jake and I are preparing for another trip away next month - this time to see our footy team play in Melbourne. Brrr! It's even colder there, but always a great place to visit.

I can't believe Jake will be celebrating his first birthday next month already (and that I'll be celebrating my forty-first).

Wow, time flies! Please let me know if you have any idea as to what's meant to happen at a one-year-old's birthday party. Apart from, I'm guessing, there being balloons and a birthday cake, I'm a bit clueless.     

Warm wishes,



Tania

Tania Basheer - Publisher
Living the dream e-zine
tania@blueskycoaching.com.au

  Feature: 10 Ways to Close the Sale
 

Here, in Australia, we're just a few days away from the end of the financial year where winter and stocktaking sales are happening everywhere. 

Ahh! I love sales - but now I'm going off on a tangent.  

So, have you achieved your sales goals this year? 

If you haven't, the good news is, there are still a few days left to close more sales. If you're almost there, I hope the following tips see you over the line. If, however, you're a long way off, now's as good a time as any to start implementing some of these strategies to increase your sales success:

  • Qualify your prospects: The first step to closing a sale is to invest time and energy into attracting prospects who really want and need your product or service and are in a position to pay for it.
  • Create trust and credibility: Look at your products and services and sales team objectively and ask yourself, 'Would I buy anything from these people?' If making sales presentations in person, ensure you and your team look and sound professional. If your sales are made on-line or via direct mail, consider your marketing materials as an investment not an expense and ensure that they are of high quality. Establishing trust and credibility in the eyes of your prospect is essential to make a sale.    
  • Be focused on helping your prospect: Create the intention of helping your prospective customer rather than just making a sale. Ask them specifically what they want to resolve or achieve. Once you know, you'll be in a position to address their situation with them and to describe how your product or service will meet their needs. 
  • Listen attentively: Make a habit of letting your prospect do most of the talking. The best way to find out what your prospect really wants or needs is to ask them and then give them the opportunity to tell you. Your job is to stay present and listen. Don't interrupt them or spend time thinking about your response or next question, just listen and focus on understanding their situation and needs.  
  • Continually hone your selling skills: Use each sales experience as an opportunity to learn and gain insight. When you haven't closed a sale, consider what could have worked better. When you have, spend some time reflecting on what worked well. Practise making your presentations in front of a colleague and ask for their feedback on what worked well or what could have worked better. Or, consider recording a sales role play on tape or video and play it back so that you can see and hear how you come across to your prospects.
  • Treat objections as requests for further information: Often, objections can be hidden requests for further information. For example, an interested prospect might say, 'I like your product or service, but I don't think I can afford it.' What they might actually be asking is 'Can I get better terms?' Whenever you meet with an objection, especially one presented as a dilemma, be sure to spend some time with your prospect exploring their dilemma to uncover possible solutions. If you can offer a possible solution, do so. For example, you might be able to offer extended payment terms, or a later purchase or start date might be negotiated.
  • Never rush into making a sale: Now might not be the ideal time for your customer to buy, however next week or month could be. Never pressure your prospect into buying or harrass them into making a decision. Some people need time more time than others to make a decision or might need to consult with others before being in a position to buy. If you appear to be desperate to make a sale, you can easily put off even the most interested prospect.
  • Follow up: Stay in the front of your prospect's mind and offer to follow-up regularly. Many seasoned business owners will be able to tell you that many sales are made only after several contacts, so never give up after just one follow-up attempt or you might lose a sure sale. 
  • Be confident in asking for the sale: Few products or services sell themselves. You have to be prepared to ask for the sale. If you're not able to show confidence in making the sale of your product or service to your customer, how can you expect them to feel confident in making their decision to buy? 
  • Don't talk your way out of a sale: Once you've asked for a sale, stop talking. As the seller, you might feel nervous about your prospect's answer. Research shows that a prospect's heartbeat increases up to 20% in the moments immediately preceding and following a 'yes'. Do reinforce your prospect's decision to buy by celebrating with them.  

For more business, executive or life coaching tips and strategies to help you achieve your goals and create and live the life you've always wanted, as well as information on one-to-one coaching to help you get there, visit www.blueskycoaching.com.au or contact Tania by email on tania@blueskycoaching.com.au or by phone on (08) 8338 3134 or 0411 471 941.



  Blue Sky Coaching's Winter Trading Hours
 

As I'm not a fan of Adelaide's freezing cold winter mornings or evenings, please note, my winter business hours until Friday 31 August are Mondays and Wednesdays from 10.30 am until 5.30 pm and Saturday mornings from 10.30 am until 12.30 pm.

Isn't it nice to set your own hours : - )  



  End Of Financial Year Competition
 

ENTER TODAY! Over $200 value. Winner drawn in 3 days' time.

Simply click on the competition image to enter for your chance to WIN a copy of Seachange: Australians in pursuit of the good life by Cindy Dowling

plus a 90-minute business coaching session (in person or by telephone) with me.

For more information about business coaching with me, visit: www.blueskycoaching.com.au/businesscoaching.php




  What's the Secret to Less Stress? E.F.T.!
 

De-stress and break free from whatever is holding you back in life with E.F.T.

Learn this powerful and fast technique now and have the tools you need at your fingertips to completely dissolve your negative emotions, thoughts or behaviours in just minutes.

Visit www.blueskycoaching.com.au/energytapping.php to find out how you can learn E.F.T. at home, or call me on (08) 8338 3134 or 0411 471 941 to arrange a personal one-to-one session with me, in person or by telephone.

p.s. As a subscriber to Living the dream ezine, you can receive any one of my E.F.T. packages free of postage charges if you enter 'ezine' in the promotional code field when you order.



  Next Month: 10 Ways to Grow Your Business
 

Tune in next month and discover 10 ways to grow your business.



  Refer a Friend and Receive a $50 Myer Gift Voucher
 

Reader, I've found word-of-mouth marketing has been largely responsible for the continued growth and prosperity of my business.

So, as a token of my appreciation, you'll receive a $50 Myer gift certificate when you refer any of your family, friends or colleagues to me and they complete a business, executive or life coaching series, and your friend will receive their first coaching session free if they mention you referred them.



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Reading this ad? Then why not place yours here. Do you have a product, service or special offer that you'd like to let over five hundred entrepreneurs, SOHO business owners, busy professionals and business executives know about?

To find out more about advertising in this e-zine and to reserve your spot for next month, e-mail Tania your details today at tania@blueskycoaching.com.au and include 'e-zine ad' in the subject line.


Advertising Disclaimer: Blue Sky Coaching does not endorse or represent the accuracy or reliability of any of the advertisements included above or the quality of goods, services or information obtained by you in connection with engaging the services of or purchasing goods from the above suppliers.