The Importance of Time in Closing a Sale
In business, you are sure to come across a lot of deals and contracts that you cannot afford to lose, especially when you are just starting out. Remember that in your industry, there are many other businesses who offer the same services and products that you do therefore competing for your sales and customers. This is why you need to close a sale quickly – if your deal falls through, the client can just go to another company but it could be more difficult on your end if you are forced into looking for another client. It’s not every business that has customers lining up at its doors.
Any salesperson should have a sense of urgency about closing a sale. You don’t want to harass your clients into signing a deal, of course, but you definitely do not want them dallying. Every day that the contract is not signed and everyday that a product is not bought is another day that you have lost money and manpower on it. Businesses can nudge customers to buy fast when they offer deals and discounts on products, as well as those one-time-only packages or limited-time offer deals.
If you are a business who offers goods or services to other businesses, it would be better for your sales that the companies you deal with have definite deadlines on their projects and contracts. A deadline means that they are committed to going through with a contract within a definite time. You certainly do not want your clients to have only vague notions of closing the deal. Make sure that the person you are talking to is someone who really can make the other company’s decisions on the sale. You’ll only lose hard work and money when you are dealing with someone too low on the decision-making ladder.
Let your customers know exactly what you can offer, how it stacks up against the competition, and what they have to gain. Do this the moment your clients walk into your store or into your conference room. The ideal client would have a lot of questions about your services and products. If they are interested, you have a good shot at closing a sale in good time.
When a customer asks for more time, or perhaps asks for a proposal, you can be sure that they are looking for the best bids and deals that are offered them. If at all possible, close the sale within the first few meetings, if not the first. If not, then work harder to make your deal sweeter for them. The extra work can make all the difference when they sign the paperwork or hand the cash over the counter. Making sure that your deals don’t fall through is paramount. A lot of people say that the business world is like a casino and going into business is like a man throwing a pair of dice. That is really not true. A business is run on hard work and dedication, not fate and fortune.
By admin | 28. Nov 2011 | Sales and Marketing Trends | No Comments »