Sales Closing For Dummies Cheat Sheet - dummies
Cheat Sheet

Sales Closing For Dummies Cheat Sheet

Closing sales is what you do and what you want to do more of. Being aware of the reasons people buy — and the reasons they don’t — can make your job more productive. Training yourself to look for signs that a customer is interested in buying can increase your sales rate. And, tips on how to get a positive outcome with those tough customers that every salesperson encounters can raise your game to a whole new level.

Reasons for Buying to be Aware of to Close Sales

Knowing why people buy is crucial information to have if you want to close sales, no matter what you’re selling. Review the following list of the reasons people buy and put it to use to help you close sales.

  • The customer wants his needs fulfilled.

  • Your product keeps up with the times.

  • Your product stays ahead of competition.

  • Your product is the biggest.

  • Your product can be applied to both large and small business needs.

  • Your product makes the customer feel secure.

  • Your product is well-respected throughout its market.

  • Your product feeds the customer’s vanity.

  • Your product brings status.

  • Your product is appropriate for a season or event.

  • The customer is compulsive.

Copyright © 1998 Tom Hopkins International, Inc.

Reasons for Not Buying to be Aware of to Close Sales

As you present your product to potential customers and try to close sales, you may have an idea of why people buy things, but knowing why they don’t buy can be just as important. The following list contains common reasons people don’t let you close a sale. Being aware of them can help you work around them and get to a “yes, I’ll buy it” response.

  • Your product fails to meet the customers’ needs.

  • Your product doesn’t stand out.

  • The customer procrastinates.

  • The customer doesn’t want to spend money on your product.

  • Your product is not marketed well.

  • The customer doesn’t trust you or your product.

  • The customer has had a bad experience in the past

  • The customer is indecisive.

  • Your product’s timing is poor.

  • The customer is happy with her current supplier.

  • You never asked the customer for the sale.

Copyright © 1998 Tom Hopkins International, Inc.

Signs a Customer is Interested in Closing a Sale

As you present your product or service to potential customers, you can close a sale more quickly if you recognize the signs that indicate that your customer is interested in buying. Notice the following behaviors and non-verbal cues and make use of them to help close your sales.

  • Asking general questions.

  • Asking specific, technical questions.

  • Intently reading brochures or other materials.

  • Verbal assents such as “uh-huh,” “hmm,” and “I see.”

  • Leaning forward.

  • Relaxing.

  • Smiling.

  • Showing affection, touching, or holding hands.

  • Touching the product.

  • Measuring the dimensions for fit.

  • Speeding up the buying pace.

  • Slowing down the buying pace.

Copyright © 1998 Tom Hopkins International, Inc.

How to Close a Sale with a Tough Customer

You can do everything right in your efforts to close a sale, but some customers are just tough — they’re angry, they’re dissatisfied, they’re apathetic, they’re just not cooperating with your plan to close the sale. In these situations, try the ten tips in the following list and see whether you can get a positive outcome despite your customer’s best efforts.

  1. Acknowledge your customer’s anger.

  2. Stay calm.

  3. Clear your mind of all other clients.

  4. Make it clear that you are sincerely concerned.

  5. Don’t hurry your client.

  6. Adopt a what-have-I-got-to-lose attitude. (Don’t confuse this with a devil-may-care attitude.)

  7. Stay interested in the client’s needs and her situation.

  8. Understand why your customer feels out of control in the buying process.

  9. Ask questions — get the customer talking about solutions.

  10. Acknowledge the probability of a “worst-case scenario,” your losing your client. Do everything to prevent it.

Copyright © 1998 Tom Hopkins International, Inc.