Carl Davidson | How To Close Sales | A Little Known Secret

Do you find you can interest people in your products but have a hard time closing the sale? You're not alone! As a sales coach, many clients come to me who have trouble closing and overcoming objections.

There is an easy improvement in how you sell that can make a huge difference to your closing success.

One recent coaching client of mine went from a 10% closing rate to a 50% closing rate after just one coaching session. What technique could make this much of a difference in your ability to close sales?

The simple answer is giving the customer a reason why today is the best day to buy. Unless you make this part of your presentation, you will only close those customers who happen to have a reason to buy today.

Let's look at an example: You are offering a product or service by phone to consumers that cost $300.00. You have made your presentation and the customer is interested. However, they tell you they will be definitely getting it in 2 weeks when their paycheck comes in (or any other excuse you wish to fill in here).

A weak salesperson ends the call. The sale is over. They will follow up in two weeks only to find that the customer doesn't return their calls or has lost interest. A stronger salesperson is ready for this situation with several reasons why today is the best day to make a purchase. Some can be discounts and but they don't have to be.

Here are a few examples: Bob, I don't blame you for wanting to wait a couple of weeks but we're not asking you to pay for it, we're just asking you to give us the go ahead. You can put it in your credit card and you won't have to make any payments for 30 days…I'll get the paperwork started.

Another approach could be a discount. Bob, normally I would want you to wait the two weeks to get started but here is something you might consider. I made a volume deal yesterday and got a special discount from the company. If we could complete your order this afternoon, I might be able to give you that same volume pricing and save you $75.00. Let's see if we can get you the benefits now and save you money. I'll get the paperwork started.

These are just two examples. For best results, customize the reason to buy fit your customer and your sales situation. In every type of sale, never try to close without a good reason to buy. You will find it makes a big difference.