Increasing its turnover and sustaining its activities are complex tasks if customers refuse to sign its contracts. The solution? Adopt the right strategy to convince them.
Table of Contents
Determine Customer Requirements
A successful sale starts with setting customer expectations. For this, it is best to avoid telephone exchanges. The conversation risks being cut short by various constraints (time, space, technique). Better to meet them. Upstream, conduct some research on the specialty of the company. The goal is to develop specific skills in the sector that interests buyers and prepare relevant answers to their questions. Gather all the data about your prospects before approaching them. The goal is to arm yourself well in the face of their possible refusals and convince them to buy.
Defining the potential expectations and gaps to be filled is an advantageous approach. Thanks to it, it becomes easier to stand out from others and determine the possibilities of producing values. Once you master these two elements, you can adapt your skills to customer requirements. Finally, learn about competitors’ advantages, i.e. you need to find out what interests prospects about them and their offers.
Offer a Flash Promotion.
Some people buy quickly when faced with a promotional offer. Thus, it would help if you offered them an advantageous proposition, but of short duration. You can, for example, tell them about a discount valid for a week. You can suggest they sign the contract before a predefined date to get freebies. If possible, the validity period of the promotion should not exceed a few days. The goal is to encourage customers to buy immediately or at least as soon as possible. It is also essential to make positive proposals.
Don’t fall for the threat of the type: “Once this deadline is exceeded, this offer becomes more expensive. You may regret your refusal. By using this tone, you are putting your sale at risk. Feeling their stress and their blockage increase, you risk being refused. Are you not good at this type of strategy? It is possible to change tactics.
Act As If The Deals Are Already Done
Keep a positive mind every time you talk to your client. Does he tell you that your product is too expensive or that he is not the decision-maker? Ask him what he would do if his budget were sufficient or if he were in the manager’s shoes. If necessary, ask him a question like: “If you had the power, would you be interested in our solution?”.”
He can give you two answers. Either he tells you he would be ready to buy, or he sticks to his position. In the first case, convince him by reasoning as if the contract has already been signed. He will surely be hesitant, but if you offer him some advantages, he may be interested in your offer. Suggest a discount or a fast delivery, for example. As soon as he starts going your way, continue the conversation as if the deal was already done. In the second case, restart the negotiations and use his requests to influence him.
React Positively To Rejection
Customers sometimes react negatively when faced with a product they do not know. They show reluctance and hesitation. However, even rejections can turn into strengths. When they express their disagreement, they inform you of their expectations.
Instead of giving up, it is better to ask them questions about the reasons for their decision. Ask them to expand on their answer, e.g., record their information in a notebook as they talk. Then you recap the most important points to clear everything up. Once this step is completed, you can more easily discuss a solution meeting their expectations. Then you can offer them an offer that suits them. Being interested in customers’ needs is a way of showing a willingness to collaborate. Sometimes, the feedback obtained helps improve the product or solution for sale.
Listen To Customers
Along the same lines, you need to listen to your customers. Avoid one-sided discussions and let them flow. You need as much information as possible to determine their true motivations. Study non-verbal cues like intonation or facial expressions. To do this, encourage them to talk and confide in you. Thus, it would help if you led the conversation, and your words must show your confidence. It is essential for clients to feel that they are dealing with a credible expert who can help them.
When you control your exchanges, you forge the perception of your interlocutor. However, do not confuse control with dominance. Sometimes you need to stop talking and allow him to describe the solutions that interest him. Thus, you can offer him a few product choices. When he has several answers, the prospect can easily accept your offer and feels free to make his own decision.
Highlight The Benefits of The Product
Does your product have advantages that may interest your customer? Highlight them to close the deal quickly. Even if they don’t fully meet their expectations, show them that this is an innovative solution that can be useful to them. Use clear arguments and positive vocabulary.