The sales bulldog is the atypical person that we picture in sales. The person with the relentless pursuit of the close, not really caring if their own feelings get hurt and is not capable of hearing the word “no.” However, there are many of us that do not have that bulldog mentality. These people can still be great closers. Read on to find out how you can start closing the sale even if you are not a bulldog.
If you are a more introverted sales person, this method is for you. Although it helps, you don’t have to be as outgoing as you think in order to be a high closer. All you have to do is get a little creative and get real ethical. You are going to learn how ethical sales and relationship building can really carve you out a position in the selling hall of fame. Just ask Joe Girard. He’s in the Guinness book of World Records for selling and he was definitely not a bulldog. Joe understood the value of relationships with your customers and so will you.
1. The customer does not care if you make the sale or not. They care about solving their own problem. Never bring your own needs to a sale and you will instantly be miles ahead of the other guys.
2. You need to find out what the customer’s problem is and then find a product that will solve that problem even if you do not sell it yourself. If you want to build a relationship that lasts for years, you are really going to have to go the extra mile.
3. You need to think about the power of compound interest when you feel down about your level of sales with this method. You will not close right away. Relationship building takes time. However, once you have a few loyal customers under your belt, they will bring in more people that want to get to benefit from your services. Pretty soon it will be like rolling a snowball down a hill, getting bigger and bigger with less work on your part as it grows.
4. Once you are in the relationship you no longer have to sell anything. All you have to do is remind the customer that you are still around and suggest products to them that will solve their problems. Frequent contact, even just to say hello, is the name of the game when building relationships and an ethical sales base.
Long gone are the days where sales trickery works. Sure you can sell a person once, but if you want to make real money, you will need to build relationships, so get on board with ethical sales techniques before your competition does.