Best Offline Marketing Strategies | Offline Selling Tips For Digital Marketers

Hello and welcome back to part three (3) the conclusion in our three (3) part article series on Consultative Sellings Tips For Digital Marketers. I am Donovan Green the Business Development manager here at Pennistone Media.

• In part one (1) we covered issues such as the process to increases the sales person’s skill level, gaining rapport with your clients and potential clients and lots more.
• In part two(2) we covered integrity selling steps such as validate the sale and more.

You can go back to part one (1) here and part two (2) here

So without any further ado lets get started on part three (3) the last and final in this series.

5. Use Successful Negotiating Tactics

Negotiation on other key issues, apart from price, helps your customer work out any problems they may have in purchasing from you. This could mean negotiating a number of variables like: quantity discounts, better credit conditions, or making tighter delivery arrangements.

Ask them if they have any major concerns that keep them from placing the order. Deal with these immediately. Do not assume that you know beforehand, and especially don’t let the conversation drift to price alone. Always counter price with overall value and negotiate the variables.

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Welcome objections and let customers know that you understand their feelings. See objections as buying signals. The customer is pointing you to what it will take to get approval. Identify specific objections, isolate and deal with them.

Once you have properly validated and negotiated all of the other issues, the main objection may still be the price. But if you have truly validated the price, then you can translate their objection into a value statement in listing the added values and putting an approximate price tag on them.

Let the customer realize that you know how they may feel in their hesitancy because you have had other customers, who initially felt the same way until they found how your company’s total value was superior to the competition.

Get the customer thinking, sharing, and discussing possible solutions that will help them untangle the price issue.

If you have a customer who continues to vacillate, one way to get approval is to set a deadline and caution them against possible price increases in the future.

Find out when your customer actually needs the delivery, and then work back from this date to make a case for why it is important to decide now. By forcing a decision, it frees you to pursue other contacts.

6. Close the Deal

Once you have completed all the the above steps, it is normal now to ask for a decision. After all, you have progressively brought your customer to a decision point.

It is time to confidently ask them to set dates for delivery or contract finalization. Ask trial-closing questions. A trial close question is one that asks for an opinion.

A closing question is one that asks for a decision. You should actually begin asking trial-close questions in the presentation and continue asking them until it is time to seek a decision. During the process, when you get a negative feedback, stop and deal with it.

Always give positive reinforcement each time you get responses that move them towards a buy decision. There are four ways to close successfully:

The Assumptive-Close – The sales person can safely assume that the customer is going to buy from all the signals that were given. The magic word to use in such a case is “when”.

By directing the purchasing question toward a specific time, you require the buyer to commit without feeling that they are being forced to make a buying decision. In making this relatively instinctual decision, they become fully committed.

The Either-Or Close – In this scenario you give your customer a choice. Use the either-or close question after you are fairly certain the customer is receptive to doing business with you. In this case the choice is mostly a none monetary, subjective option like color or style selection.
The Action Close – At the right time, introduce a proposal for action that will close the sale automatically like pulling out and starting to fill a sales contract. Unless the customer stops the sale, continue with that closing activity. This technique is closely related to the assumptive close, but has action as its added feature.

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Summary Close – The summary close is frequently combined with the action close. Here you say, “Now let me summarize”. After the summary say, “There it is! If you will just verify this for me”… Be brief with your summary. Hit the features and benefits, which appeared to make the greatest impression.

If the closing technique you chose fails, try one of the others. However, when you are satisfied that you gave it your best shot and you are about to alienate the customer, stop and give yourself a chance another day.
After the close, continue utilizing your rapport with the individual, but do not keep selling. Once everything is wrapped up, casually, as an after thought, ask for a referral.

SUMMARY

Selling is a skill, and like most skills there is a process to follow with techniques involved in each step of the process. Just like playing golf or another sport, the more we practice each of the techniques in the process, the better and more professional we become.

Each of the steps described above should be used in a sequential order. Never move to the next step until you have completed the previous one.

Successful closing is not using shady tricks, manipulation, or gimmicks. Nor is it merely outsmarting the customer. Closing is simply asking the customer to buy or deal with you after you have made a solid case to win their full confidence in you and your company.

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