Not everyone is a natural born deal closer – and popular opinion has long said that men are better at it. We don’t believe that for a second, but we know that many women would benefit from brushing up on the crucial foundation factors that make you better at closing deals.
Improve your communication skills
First of all, if you aren’t a great communicator then it’s time to start getting better. It’s important to remember that communication isn’t all about the actual words that are coming out of your mouth — it’s also about the way that you say them. A huge part of communication has to do with body language and your tone of voice. Make sure that your body language is open at all times — make eye contact (but not in a constant, unblinking way!) and don’t fold your arms and legs. Make sure that you speak slowly and clearly and that you stay friendly and relaxed but professional at all times.
Be honest
Honesty is key to making sales — don’t underestimate the people you’re speaking to because if you aren’t being honest then they’ll definitely be able to smell a rat and feel as though they shouldn’t trust you. Being someone that your clients trust is something that will always help you when you’re trying to make sales — using flowery language might sound good but a lot of people won’t respond well to it as it might seem as though you’re using it to hide or disguise the truth. Being straight forward with people is the best way to win their trust and respect and to ensure that you have a good working relationship in the future.
Consider your product and client
It’s important that you think about your product carefully and consider who exactly it is you’re approaching. Getting in touch with people who won’t need or use your product will only waste your time — and it might make you seem less reliable in the future if you contact them again. Make sure that what you’re selling is appropriate for the people you’re selling it to. For instance, Foremost Medical Equipment would obviously be great for a hospital but less relevant for a school, while if you’re selling whiteboards then they might be relevant to both as they’re often used in meetings and in all staffrooms. Identifying who your client is and what exactly they’re looking for will enable you to sell your product more easily.
Plan your sales pitch
Finally, it’s crucial that you plan your sales pitch before you speak to a prospective client. Becoming tongue tied is a really unpleasant experience and will make you look unprofessional, so it’s important that you memorise all the important information before you go in – get a colleague to quiz you if you’re new to the job and uncertain about what questions might be asked and how you can answer them. Make sure that you understand your product and all its benefits clearly and that you know as much as possible about it. Enthusiasm is definitely key to your success but it needs to be backed up by knowledge.
