Closing a sale can be challenging, to say the least. This is particularly true if you’re not the “over-the-top, pushy salesman” type. However, selling your products or services is vital to the success of your business, so here are a few tips to consider.

Making the Sale Is Like Fishing
Successfully closing a sale is like landing the “big” one. Time, patience, and the right bait will usually do it. So, shake the images of the pushy used car salesman out of your mind, and replace it with a friendly, professional comfortable image.

Be warm and friendly… but don’t pretend to be their “best friend”.  Customers are insulted by such condescending behavior.

Know Your Stuff
Learn to anticipate questions that customers might ask. Knowing the details of your products and services is going to increase your chances of making a successful sale. Customers are impressed with salespeople who can answer their questions with authority. It promotes their confidence in the product and your company.

Shhh… Listen To Your Customer
Take the time to get to know your customer. Listen carefully to learn what his or her specific needs are so you can direct them to the correct product or service.  Listen for verbal cues, and watch for nonverbal cues.

You’ll know you’re about ready to start reeling in, when the customer begins asking pointed questions like… “Do these come in black?” and “are they in stock?” Watch nonverbal cues, as well. If a customer spends a lot of time looking over the product, or carrying it around… you may have a bite!

Don’t wait too long after you begin seeing these buying cues to close the sale.  Time is your enemy here, because a customer may begin thinking of all the reasons why they shouldn’t by your product or service.

Don’t Be a Fair Weather Salesperson
Continue to be friendly even if the customer has either changed their mind, or has decided to postpone the sale.

A lot of salespeople make a mistake here by dropping the “I’m your best friend” song, for a “you’re wasting my time” tune. Apparently, it doesn’t occur to them that the person may just need a little more time to think about the transaction, and might come back at a later date to close the sale. If you’ve left a bad impression on them, they probably won’t be coming back to you.

Reeling the Sale In
This step is remarkably simple, but this is where a lot of people drop the ball. Once the customer has indicated their interest in your product or service, it’s time to ask for the sale. How do you do that?
•    Simply ask the customer if they’re ready to make the purchase.
•    Increase your chance of making the sale by throwing a little something extra in on the deal (a free tabletop tripod with the purchase of a camera, for instance.)
•    If what the customer is interested in buying has the option of some cool accessories, show those to the customer. It may be just enough to capture the sale.

Finally, if your customer still seems indecisive about the sale, you may be able to offer a “free trial” of your product. This is a highly successful sales tactic used on everything from newspaper subscriptions to car sales.  The idea here is the customer will enjoy the product or service so much they won’t want to live without it. Thus, a sale is made.

Follow up the Sale
In the interest of gaining repeat customers, make sure your customers know they can come to you with any questions or concerns after the sale.  So many companies are interested in only making the sale, then leave customers hanging should they encounter problems afterwards.  Grow your business by expressing willingness to help and thanks for the sale after the sale is made.  

Remember, if your customer feels heard and like you are genuine with your attempts at fitting them with the right product at a fair price you are more likely to not only make this sale, but make future sales based on your great customer service and willingness to help.