The main objective in direct sales is closing the deal. A tough economy and global competition makes closing the sale much more difficult than it used to be. Consumers are much more cautious and price sensitive about their buying decisions. The six tips below will help you close the sale and reach your goals in your direct selling business.
1. Time is not on your side when persuading your prospect to sign on the dotted line. The longer you wait between a verbal agreement and actually getting them to formally agree to your offer, the less chance you have of sealing the deal. Move as quickly as possible, follow up frequently, and create a sense of urgency from the first sign of interest until they have sealed the deal.
2. Make it aware that the next person is ready to jump on this deal and they are missing out if they don’t take advantage of this offer. You have to be strategic not to make them feel as if you don’t care if they don’t get on board, but you should make them feel like everyone else has already realized this benefit and they are taking advantage of it. Make it seem as if you’re going to move on to the next person who is ready to get going because this deal is that good.
3. Keep your prospect up-to-date with the latest happenings of the company, product, and/or service you are offering. Tell them any breaking news, press releases, customer testimonies, and the like. Show them that your offer is a good deal by sourcing third-party information to back up your claims.
4. Always be prepared and have the written agreement and contract ready for the prospect to see, and have a pen on you. People only believe part of what they hear, they feel more confident in your claims if they can see and read the contract for themselves. Being prepared with this information will help facilitate a quick close.
5. Have empathy and show that you care about the prospect and demonstrate how this deal is going to benefit them in some type of way. They need to feel that this deal is a win-win situation on their end. There is value in taking the time to listen to your prospect and their concerns and motivation to cater your pitch to their liking. The sale has to be less generic and more organic to feel real and beneficial to the prospect. Using humor to break up tension and come off as less formal can help with connecting with the prospect as well.
6. Communicate clearly and make eye contact. Communicating clearly and confidently will come off positively and help them feel confident in their offering as well. Making eye contact is another sign of confidence and respect that will only help your prospect trust you and what you are offering to them.
Recover quickly from rejection. You’re going to hear “no” more than “yes”. People say no for a number of reasons, don’t get too hung up over the rejections, and move on. Spending too much time chasing an empty promise to sign will hold you back from closing more deals.
Get started today and check out the possibilities of what the direct selling industry can do for you. To learn about the Team National opportunity, go to http://www.bign.com .