Don't know how to effectively close a sale? If you often receive responses like “Give me some time to think a little . » or “I need to talk to my supervisors about this first.” », you must find an effective strategy to stand out and highlight your strengths. If you lack ideas to convince your customers , here are some ideas to get them to sign with you rather than turning to your competitors.
The importance of commercial negotiation
Many customers walk away just as they are about to close the sale. This hesitant behavior is completely understandable when he has to invest a certain amount of money to purchase your products. Unfortunately, many salespeople let these hesitant buyers go and don't follow up with them .
However, a prospect who backs away from concluding a contract or closing a sale is not lost . By following a few simple methods, you will be able to get him that long-awaited deal, because sales are the key to business success. Knowing how to convince customers to purchase is therefore crucial to moving forward.
Some effective techniques to persuade your customers
Become an authority in your area of expertise
Most persuasion techniques are based on human psychology . You can use psychological factors to win over your customers . Among the most used, we can cite that which is based on the application of the principle of authority .
According to Stanley Milgram, an iconic figure in 20th-century social psychology, people tend to show blind obedience to anything in authority. To put it simply, we are easily persuaded by sources of information considered official .
This is why, during your marketing campaigns, you should not hesitate to highlight your expertise to appear as an authority in your field.
Give before you expect to receive
The days when overt sales intentions didn't work are over. A good salesperson is one who sells honestly after showing generosity . The technique of giving to receive works very well, because it is based on an important psychological factor: reciprocity . In fact, you are more likely to reciprocate when you feel grateful. This gift can be an object linked to an emotion, useful information, practical advice, etc.
Make him understand that you understand him
One of the most common mistakes made by an unwise salesperson is to praise the qualities of the product or service they are offering. Indeed, many spend their time describing the offer instead of trying to determine why the customer will make the purchase . Remember this: people don't buy because they understand your products or services, but because they feel understood . So find the needs you are going to satisfy, the pain and suffering you are going to eliminate, the problems you are going to solve.
Be confident and charismatic in your advertising messages
Next, try to master the codes of commercial communication. The confidence you exude in your speeches will become a guarantee of certainty in the eyes of your prospects, not to mention that this positive attitude is reassuring . Leaving the slightest doubt will make them flee.
Act as if the customer has already given consent
As soon as your prospect raises an objection, you must disarm them by asking them a question that will put them in a purchasing situation. These are sentences like “What will you order if you have the budget?” » to extract an affirmative answer like “Yes, in this case we will buy the complete formula” .
Use Magileads to analyze your potential customers
As you will have understood, to effectively convince a client, you need to know them well . You will save time by only soliciting qualified prospects. To do this, you must first carry out good targeting and relevant scoring. This whole process is much easier with the Magileads .
The omnicanal commercial prospecting platform provides you with everything you need to carry out your commercial prospecting from A to Z. Marketer tool by Execllence, Magileads gives you the opportunity to automate the process by allowing:
- target via a database of more than 20 million BtoB contacts;
- Prospect through omnichannel campaigns by developing scenarios;
- score your contacts according to their level of engagement (clicks, responses, reading content, etc.);
- sell by automatically feeding your sales pipeline with qualified prospects;
- Analyze your campaigns thanks to the indicators measuring performance.
