3 years ago
January 7, 2015

3 Persuasive Selling Skills That Will Help You Close Your Next Deal

You need to have the right persuasive selling skills in order to close any deals for your future employer.

Rhys Metler

persuasive selling skillsMany business owners who have a sales department are always looking for salespeople who are able to help them close numerous deals. They will normally start by listing the main criteria that they want in the salespeople. Therefore, if you are looking to apply for a sales position, you should sit down and talk to sales recruiters or experts in the sales hiring process, as they are able to help you get through the interviews or teach you more about how to close deals.

In addition, they are able to explain the various types of sales positions, the goals that companies generally have, and many others. In short, you need to have the right persuasive selling skills in order to close any deals for your future employer. Below you will find three selling skills that can help you close deals much easier:

Find Your Prospects Pain, Frame Your Product or Service as the Remedy

When you approach a client, you need to know what he or she is looking for. You need to find out what he or she needs in order to be satisfied with a particular product or service. Once you have everything in order, you need to present your product or service as the remedy. This is a great way to ensure your client gets what he or she needs and wants. Take as much time as you need to ensure your service or product is the remedy your client has been waiting for.

Your Salesperson should be Able to Talk Losses, Not Gains

Experts say that salespeople, who are able to talk losses, and not gains, tend to achieve the best possible results. Instead of telling the potential clients what they will achieve by using your products, your salespeople should inform them what they will lose if they are not using them. If your salespeople have this skill, how will it actually help your company?

This particular skill works for various sales departments, because the pain of losing a particular thing or feeling that the clients already have is a lot more intense compared to the contentment of gaining something they do not have. This is where most insurance agents approach it incorrectly, as they often present insurance as a gain. Normally, you will hear that the policy allows you to have peace of mind, but the better approach would be to tell you what you stand to lose by not buying the insurance policy.

If your salespeople keep talking about losses, they effectively disrupt the clients’ comfort zones, and provide them with the motivation to take action. One of these persuasive selling skills is to paint a picture of what your clients already have but might stand to lose.

Portray Yourself/Your Salespeople as People Who are Valued by the Experts

When one is uncertain about what product to purchase, one often looks to the behavior of other people, especially the experts, to verify what course of action to follow. This is why people often see print or television advertisements that claim, “Three out of four medical practitioners recommend…”, which is a great strategy to use; consequently, you need to find experts who have high opinions of your products and services. Ensure that your salespeople share these experts’ testimonials and advertise awards that your company may have earned.

At the same time, do not forget to share comments from your satisfied clients. When employers are hiring salespeople, they need to ensure that they are able to convince their prospects that their products or services are tried and true by showing them that various experts have acknowledged them as the best.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.