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How to Close Sales by Making Offers That Provide Great Solutions.

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Effective selling requires that you make good offers that solve customer problems.
To make a good offer, it helps if you learn to find out exactly what your customers need and why, This is an art, and it takes a little practice, especially if you tend to talk a lot.
There are four steps that lead up to closing a sale without friction, and getting to know your customers is where it begins.
Here they are: 1.
Ask Questions (Build rapport) 2.
Listen (Gather information) 3.
Make the Offer (State the details) 4.
Close the Sale (Negotiate a price) 1.
Ask Questions: The secret of success in every sales conversation is to ask lots of questions.
Questions let you gather useful information and show your customer that you care enough to find out what they really need.
Good questions produce details that reveal the values and concerns of your clients --i.
e.
what's their real problem versus what they think is their problem! This knowledge makes it easier to help them arrive at a solution that makes sense for their goal and for their pocketbook.
It's all in the details.
And, by the way, it's hard to pick up details when you're doing all the talking, so be sure to LISTEN.
Customers love to know that they've been heard! And since it's a great way to find out what your customers need, why not be friendly and build some rapport at the same time? It's nice to be treated like a person instead of a number, isn't it? 2.
Gather Information: Let's say you own a printing company and you have a customer who needs 500 brochures in full color by next Tuesday, to be delivered for a promotional event on Saturday.
Sounds cut and dry, but that's just the tip of the ice burg.
Think of all the factors that could come into play: What's the nature of the event? Will they need to be mailed or are they handouts? Will the brochure have folds? What's the budget? How important is paper quality? Are they happy with the layout and design? Their initial request may not be their most important concern.
By asking questions, you might identify something more urgent (They actually hate the design.
) and you can provide a solution for that issue as an additional service.
Putting together a good offer means getting the big picture behind the immediate need, and actually offering a better solution than the one the customer thought they should get.
After all, you're the expert.
3.
Make the Offer: Once you've gathered all the information, try to repeat their real need back to them more precisely than they were able to say it themselves.
This shows you were really listening.
Now gather all those details you noted (and hopefully wrote down) and make them an offer that reflects what they need, how your will meet the need, timing, cost, etc.
Your offer should convey understanding.
Ideally, your offer will sum up your conversation in a way that shows you've understood the problem and genuinely want to solve it in a way that satisfies the customer's concerns.
If you've done a good job of listening, your offer will show it, and it will make the next step, negotiating the price, much easier to do.
So an offer (the starting point of a negotiation) contains a statement of the details that are of greatest concern (or valuable) to the customer.
Back to our example: The same client that wanted the 500 printed brochures now has this offer on the table from the printing company: Redesign the current folded brochure as a single page mailer Increase the number printed to 1000.
  • By reducing the dimension and number of colors used to print, we will stay within budget the limit, provide both an early mailing and a handout to be used for attendees on the day of the event.
  • The paper will be heavier but more cost-effective because of its availability.
  • Reduction of printing costs will help cover mailing costs.
4.
Close the Sale: Not a bad offer! Perhaps it was exactly what the customer wanted, but perhaps it wasn't.
Clearly there is room to negotiate on any of the variables listed in the offer.
But the conversation still needs to focus on giving the client as much as your bottom line allows.
Sometimes projects or services have the potential to produce large back-end profits for the customer.
If your solution saved them a ton of money, or increased their profits substantially, paint a picture or try to show them the value your solution added to their project and charge accordingly.
Don't be shy.
You're the professional and you deserve to be paid like one.
Help the client to understand what you're really worth --Not to pressure your customer, but to help them appreciate your expertise and knowledge.
You may need to spell out the actual gains or savings your solution produced compared to your asking price.
Doing this is perfectly reasonable and part of closing the sale.
As you get better at negotiating, it will become just another part of the sales conversation.
This, of course, takes practice, which is the best way to find out what works well for your particular niche and products.
And by now your customers are friends and they appreciate what you do.
the more sales you close with a genuine concern for your customers, the less friction you'll experience, and the more income and friends you will make!
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