Being a new salesperson can be a daunting task. There is a lot of advice out there that is terrible and downright misleading. Sometimes it’s best to get back to basics. So today we’re going to talk about the 5 pre-requisites for closing a sale.
In order to make a sale, you will usually have to meet all 5 of the following criteria.
Now let’s delve deeper into each one…
This one is quite basic. Your client needs to have a requirement for your solution. This can happen in two ways; either they realize they need it, or they do not yet realize they need it. It’s your job in both cases to create and/or reaffirm the need.
It’s imperative to have a solution to their problem. It can be a problem that they identified or it can be a problem that you have identified for them.
Value to Justify Cost:
You need to demonstrate the value of you product or service. If the client cannot see the value they will not buy into what you’re selling. The value will justify the cost.
You need to instill urgency in your client. If your client doesn’t feel the urgency to buy, they will prolong the process and in that time, they will find more reasons not to buy and or find a competitor.
Authority to Buy:
You need to make sure your not wasting your time trying to sell to someone who doesn’t have the actual authority to buy the product or service your selling. You may end up wasting a lot of time if you’re selling the wrong person. Make sure you’re talking to the decision maker before you go into your pitch.
The important thing here is creating the need through the solution and value. Then close the sale through the urgency and authority to buy. It’s quite a simple process, however, it can work wonders if done correctly.
Check out my video on closing the deal here.
As always, shoot me an email at [email protected] with any questions and follow me for great sales tips: