The secrets to closing are often held close to the chest. Top sales recruiters and reps spend years honing their craft and developing an effective sales closing process to close…
The secrets to closing are often held close to the chest. Top sales recruiters and reps spend years honing their craft and developing an effective sales closing process to close even the toughest sales customers.
Sales reps will face their fair share of tough customers. Sales deals are rarely easy to close. If you don’t have a strong closing process, you will struggle.
Want to win over those tough sales clients and boost your sales numbers? Use these tips when the going gets tough:
This is particularly important if you are selling high-value sales solutions. Meeting face to face allows you to not only spend time and build your relationship with your customers, it allows you to build rapport and a more personal connection. This will help you win them over and build trust. Communicating in person can limit communication issues and misunderstandings, and help you get to the root of the issue preventing the close.
Always communicate the value of the sales solution you are trying to sell. Start with value and make sure your value proposition is part of your regular communications with your prospects. Tough customers want to know how you provide value.
Having difficulty closing a tough customer can be frustrating. It’s easy for sales reps to lose their cool, and your emotions can take over. When this happens, tough customers can use this as leverage. Stay firm and keep your emotions in check.
Offering a number of solutions is an effective way to close tough clients. Many sales reps often push a single solution. But when you offer various flexible solutions, you give your prospects more options to think about. This also allows you to overcome common objections.
You may be tempted to change your sales process to close a tough customer. Don’t. Stick to your sales process, your proposal, and continue to work with the client to come up with a solution. If you give in, you may give up too many concessions.
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SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
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.