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By Elinor Stutz

The following 5 tips have been proven to work time after time to bring in more business and close more sales. Most importantly rather than being manipulative, they offer a common sense approach to business. Think back to your past experiences in each case.

Tip #1: Have you met business people who are so intent on selling they do not listen to you?

In order to close a sale, you have to ask why the other person called, emailed or visited your store in the first place. Something caught their attention. Rather than guessing, Question and Listen. Be direct and ask, “What caught your attention?”

Once they provide a clue as to why they are talking to you, take time to ask about the challenges they are facing and determine in which areas you are able to help. This serves to build relationships.

Tip #2: Have you ever been uncertain about the exact meaning someone is trying to get across?

The best strategy in this case for closing the sale easily is to clarify their meaning. Most salespeople and entrepreneurs are too embarrassed to ask for clarification. They believe it makes them look stupid. So their problem is compounded by not asking. By the time they finish the conversation their credibility is at an all-time low because they aren’t on the same page with their prospect and have not built a sales relationship, so the chance for delivering an accepted proposal is next to zero.

By asking, “Will you please clarify?” you will sound professional and eager to learn the situation of the other party. This will in turn build your relationship and your credibility. Once you have the clarified information, you are able to direct the conversation and the proposal to your client’s interests and greatly increase your chance for closing the sale.

Tip #3: Have you ever been dissatisfied with services delivered because they did not you’re your expectations?

Now that you are the selling party, it is best to recall that situation and improve upon it for your clientele. Set all expectations prior to asking for the sale.

Once your prospect describes what is wanted, needed and expected, it is then your turn to address every issue. Proceed to answer each request in the order it was given to you. You must be completely honest about what you can and cannot do, and what you will and will not do. This suggestion will put you in a leadership position and provide you with greater credibility.

By setting expectations ahead of time, you will diminish the potential for disappointment. Instead, your clientele will receive everything they expected and will appreciate your customer service policies and the honest relationship you built with them. These clients will spread good word of mouth and offer referrals.

Tip #4: Have you ever wondered how to make your prospects feel comfortable with you and your service?

Speak the language of your prospects and you will have them buying into what you are saying. I’m not telling you to learn a variety of languages - it’s easier than that. Instead, wherever your prospects sound or look passionate whether sad or happy, literally take note of their vocabulary describing the situation by writing it down.

When you are ready to ask for the sale, whether verbally or in a written proposal, use your prospect’s vocabulary. They will recognize their words, that you were listening carefully and that you are trustworthy.

Using the vocabulary of your clientele is also an excellent technique for building business relationships. Your closing ratio will climb.

Tip #5: Thank everyone for their help and their time in every situation. Your sincere appreciation for their help will lead to further business from your clients and their referrals.

into training entrepreneurs, network marketers and beginning salespeople. “We help you turn stormy sales cycles into a Smooth Sale”.

Smooth Sale Delivers:
Original work in the form of Professional Sales Training, Licensing, Coaching, Motivational Speaking and a full Product Line.

Products Include:
“Nice Girls DO Get The Sale: Relationship Building That Gets Results”, published by Sourcebooks, “The Sales Toolkit”, “Smooth Sale audio training seminar” and Entrepreneur kit – “How to GROW Your Business: mindset, strategy and implementation. Visit www.smoothsale.net/products.shtml

“Nice Girls DO Get The Sale” was featured in TIME Magazine, translated into multiple languages and is selling worldwide. Elinor contributes articles to Diversity Edge Magazine. Visit her blog at www.smoothsale.net/blog/

For more information call 800-704-1499 or visit www.smoothsale.net

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