7 Easy Steps To Show You How To Close a Sale, and Enjoy it!
Have you heard the term "The born seller"?
I would like to tell you about my first sales job. I had to sell ads on a white plastic folder. The plastic folder was designed for users to put a phone book inside. It was a long time before, we "googled" stuff on the internet 🙂
The work was based on the fact that all sellers were assigned a municipality to sell in. We got between 1-2 weeks to reach a budget of 100,000 SEK. We were all on a clean commission with a smaller guarantee fee the first few weeks.
For a start, I had to go for a training with a very good-looking girl callled Bea, to Sundsvall in Sweden. She was also originally from Norrland. A region where you do not "speak" so much. We were going to our first sales meeting. I remember sitting at a table and sitting in front of us sitting our customer. It was very quiet. I can not really remember that something was said at all. He just looked over at Bea and signed the contract.
"GREAT" I thought, "piece of cake, this job!"
But then came the reality. Now I should dial out and book my meetings. It did not work at all!
All customers hang op on the phone. I did not even get to introduce myself. It was depressing. There I sat in a hotel room up in Sundsvall in my newly acquired clothes and had not booked a single meeting. It was there that I went out and sat on a rock in the rain, reasonably abandoning and thought, "What the hell am I doing now?"
What about being a seller was no longer so fancy. I did not like being rejected on the phone. I hated it. It just was not me!
Can you recognize it?
The choice was between "bad situation" or "really bad situation"? But I did not like to fail - and I really had no money at all and needed to survive.
I had to have a plan. I remembered what had helped me before - change my focus, get the belief that I can do it - get control of the mind.
Does it sound fluffy ?! I tell you it works! Stop thinking about what might be wrong. I told myself just go out and focus 100% on what I wanted to achieve.
And my first "goal" was very simple - just be allowed to come to the customers (as I still did not know how the sales sale was going to go) get out and have a cup of coffee and have a good conversation.
Everything was different.
Suddenly I was allowed to attend meetings. I began to ask a lot, and since I am genuinely interested in other people, it was quite easy. The more I asked and listened the more they told them.
When I focused on them instead of the final sale. Was it a total other sales meeting.
But I also learned that I needed a little more than just drinking coffee and having fun with the customers.
It was on this journey I found out that the combination of sales techniques, structure and the mindset that generates results - and none of it can stand alone.
That was the key getting the sales results I wanted. And that changed my approach to sales forever. I boosted my sales from 0 Kr to 92 000 in the same week!
And it was on the journey I learned to use these 7 steps that I would like to show you.
The seven steps you have to make to get the order:
Preparation - What do you need to know about your potential customer?
Good contact - how do you create a good relationship?
The teaser- how do you set the agenda and develop a teaser for your product?
Needs Analysis - How do you identify customer needs?
Argumentation - Why should the customer use your product?
The Solution - How can you solve the customer's problem with your product or service?
The close- How do you close your sales with an order in your hand?
I used the same concept and training when As Sales Manager for Yellow Pages’ new online advertising business in Denmark, I assembled a team that grew the business from 0 to 25M in 2 years. I was then promoted to Sales Director for an acquired company and grew their business from 2M to 65M in 3 years.
And if I can, You can!
Why not book a free 30-minute session with me