How To Close Sales Leads

A sales person must not only have the 'ego drive' to make a successful sales lead, but he must have the skill of 'empathy' to satisfy his customer's need. It is a challenging environment; a customer is always right and he will always have the choice to go to another shop. It is rarely the fault of the product that is not being sold; it is the promotion that is being done the moment customer makes his purchase decision. This is where the role of a salesperson becomes so important. Empathy is one quality that every salesperson may not have, therefore it is an edge for a salesperson. This quality has a major role while closing a sales lead.

1. Perceive every nonverbal signal. A reluctant customer would sound confused, not speak clearly; he needs a few more facts about the product that would be a solution to his problem. When he is affirming every point of your promotion about the product, it is time to close the deal with a handshake. If he is still not positive, try to recall his need that he mentioned the moment he approached you.

2. Offer a gift. Every salesperson has an allowance to offer a discount or a gift. These give another push to the deal when the customer is one step away from saying, "Yes." Keep gifts ready in store (clocks, cards, any promotional items) and give the discount if he appreciates the features of the product but still remains reluctant. Even a minimal discount will be the right impact for that push. This must always be the last step before he says, "Okay, I'll come back to you after checking around," because he will never come back.

3. Prove how every feature of that product solves a problem. Question him about his regular activities and problems, and see how the features of that product solve his problems. His complaints should be a door of opportunity to influence his purchase behavior. Once all the problems are met, conclude with the assumption that he is ready to buy, and he will!

4. Ensure after-sales service. If your shop offers any after-sales services, it is vital that they are conveyed to him right after promoting a product. No matter how little need there may be, this assurance will give him the comfort and confidence to buy that product.

5. Agree to every criticism. Never argue with the customer; a hint of that attitude will suddenly turn him away. Follow the, "Yes... but" approach--first agree to his statement and then rebound that argument with how your product or service will prove to be different. There will be customers who have emotional repulsion towards any concept, therefore a salesperson should always be accommodating; that is the only way the sale will proceed. Once all criticisms are vented, it is time to close the deal.

6. Compliment the customer. Always compliment the customer with a smile after the purchase is made. This will give him the assurance that he will receive a warm welcome when he visits next time.

'A customer is always right' is a phrase that always remains true and, most likely, every successful entrepreneur would agree to this claim. A firm belief in this philosophy will ensure more and more turnover every time. As long as these steps are considered before approaching a potential customer, it will definitely keep the customer content about the service even if he does not buy the product. Respect and good empathy are the keys to a successful sales deal.