When closing a sales process, the necessary finesse is crucial. Preparation is key to guiding the customer in crucial moments and making the purchase appealing. Here you will learn how to specifically prepare for the closing and which key strategies will help you achieve a successful sales conclusion.
Key insights
- Customer benefit is crucial for the sales conclusion.
- Identify the specific goal and conditions of the customer.
- Always incorporate the customer benefit into your communication.
- Formulate your call-to-action in a way that emphasizes the benefits of the purchase.
Step-by-step guide to preparing for the sales conclusion
A structured approach will help you to pursue the sales conclusion in a targeted and professional manner.
Step 1: Understand the sales process
Before preparing for the conclusion, you should understand the various phases of the sales process. The sales cycle includes the introduction, the main part, and finally the conclusion, which includes the closing.
Step 2: Determine the customer's goal
To formulate the customer benefit, you must know the main goal of the potential customer. For example, if the customer plans to lose 5 kg in 14 days, it is important to address this goal clearly in your communication.
Step 3: Consider additional conditions
In addition to the main goal, there are often additional conditions that you must consider. These may concern the customer's concerns or limitations. It is important to incorporate these aspects into your argumentation in order to address any fears and resistance.
Step 4: Formulate the customer benefit
Once you know the goal and additional conditions, you can formulate the customer benefit. For example, you could say that your product helps the customer to lose 5 kg in a short time and without negative side effects.
Step 5: Appeal to the Fear of Missing Out
To persuade the customer to make a purchase, you should choose an emotional approach. Ask questions like "What are you missing out on if you don't buy now?" or "How would your life look if you don't seize this opportunity?". This creates a sense of urgency.
Step 6: Reinforce the Customer Benefit in the Closing
Before the call-to-action, you should once again emphasize the customer benefit. Make it clear what the customer gains from the purchase and how they can achieve their goals.
Step 7: Conclusion with Call-to-Action
The final step is the call-to-action, which is intended to prompt the customer to take action. Use clear and motivating words to strengthen the incentive to make a purchase and remind the customer of the benefits they will receive from the purchase.
Summary
By following these steps, you can effectively prepare for the sales conclusion. Understand your customers, recognize their needs, and build a clear argument that emphasizes their benefits. This will increase the likelihood of successfully finalizing your sale.
Frequently Asked Questions
What is the most important factor in the sales conclusion?Customer benefit is crucial to convince the customer.
How can I identify the customer benefit?Directly ask the customer about their goals and possible conditions.
How do I formulate an effective call-to-action?Emphasize the benefits and the gain that the customer will get from the purchase.
