Closing sales is the most important aspect of most business ventures and yet it is often one of the most difficult to do successfully as well.
Perhaps you have had the experience where you thought things were going well during your interactions with the prospective client but when it came time to close the deal they backed out at the last minute.
Barring any last minute catastrophic events there are very specific reasons why the deal fell flat that if addressed at the outset would have ended differently.
Whenever it is time for someone to make the choice to invest time, resources, and money into a good or service they go through a process of comparison in their mind where they have to decide if the product or service is worth the investment.
This process is the time when objections arise in the minds of the potential clients and this is your opportunity to stop the process of objecting dead in its tracks.
The first step in doing this is to understand both what you are offering and the needs of your prospective client.
This means having full knowledge inside and out of what you are offering and the type of objections that could possibly arise during the sales process.
At the beginning of a sales interaction address these concerns.
This can be done overtly by stating what the prospect may or may not be feeling about the product and how their perception is not quite accurate.
A far more powerful way is do it covertly.
Understand the common apprehensions that arise in the minds of your prospects and find ways to address each of those during your interactions.
The next step to remember is that you need to constantly test during a sales interaction to see where your prospect is in the process.
Have they followed along with you the entire way or are they stuck on some issue or another? This is your opportunity to go back and clean up any issues that may have arisen in your prospect's mind.
Remember that the most powerful and successful sales professionals are the ones who can anticipate objections from the potential clients and are able to eliminate them immediately.
If you meet your client where they are at and address their objections subtly you are planting the seed for the client to sell his or her self on your service or product.
Having a client do this is far more powerful than them having the perception that you sold to them.
There are many steps along the way of creating successful business encounters but taking this simple step of addressing and overcoming objections will take your selling power to the next level.