Can You Close Sales Without Pushing The Customer?

Many ethical salespeople if it is possible to ethically close sales without being offensive. If you have to close sales by pushing people into something they don't want, that is not a great way to make a living. But the good news is that you can close sales without being pushy by gently leading the customer to the solution they want to have.

To use this kinder, gentler and yet very effective way to close sales, you need to start by finding out what the customer wants and why they want it. Remember that we can't sell unless we know what they want and we have the solution, so great closers spend a lot of time finding out exactly what they customer wants. To close the sale, you can't sell the points that are important to you. Instead, you need to find out by asking exactly what is important to the customer and then present the solution they are looking for. Ask yourself...if you had a powerful need for something and I had the solution, how hard would I have to push to get you to buy it? The answer is not at all. The customer will naturally ask to buy something they want. You won't have to push. They will push you.

In addition to finding out more about your customer, to close sales, you need to do an enthusiastic and powerful presentation. You have seen infomercials that sell millions of customers. Notice that the salesperson doesn't do any fancy closes. They aren't pushy. They spend their time and effort doing a great presentation that builds desire. Then they just ask you to call and order. It really is that simple to close sales if you have what the customer wants and if you do a great and enthusiastic presentation.

There is one step that is often needed to get a sale on your first visit and that is a reason to act now. Without this technique, you will only sell people who happen to have a need to act quickly. The more expensive the service or product you sell, the more people need permission from themselves to make the commitment. You need to have a good reason why they should take action now and not at some time in the distant future. This can be done in a non-pushy way by thinking about the customer's situation and determining why they should take action. It could be to get delivery by the date they mentioned. It could be to take advantage of a special program. It could be to get the model and options they wanted.

A final tip on closing sales is never to ask for the order. There is too big a chance the customer will say "no". Instead, when you are ready, make a statement like, "I'll get the paperwork started" and start writing the order. Try this technique and I know you will find you close sales much more often.