By Todd Duncan

Every salesperson has made the fatal mistake of trying to close the sale without first earning a customer’s trust. Asking for a prospects’ business without out an ounce of indication that they are ready to buy from you is just looking for a handout. It’s petitioning for a sale without earning your prospects’ vote and then, like a spoiled six year old, complaining that you didn’t get what you wanted when your prospect says no. If that becomes your way of doing business, you’ll end up begging for more than sales. You’ll end up begging your boss for your job.

To be successful in the sales profession and ultimately in closing sales, you must understand that connecting with your customers is everything. The truth is, when you take the time to earn a prospect’s trust at the outset, asking for business is just a formality and closing the sale is just a natural progression in the relationship.

To understand how to earn and close a sale without doing a scrap of begging, I’m going to going to show you five ways to ensure that your prospects buy into you before you ask them for their business. When you adhere to these five steps of closing the sale using High Trust, you will find that you have to do very little “selling” in order to close sales.

1. Be Original.

The first step to closing the sale is to say something new! Never let it be said of you, “I’ve heard it all before.” If you can’t market and/or offer your services in a fresh and innovative way, don’t offer it at all. There is far too much competition for you to be selling run-of-the-mill products in a run-of-the-mill fashion, regardless of your industry. Set yourself apart. Determine unique ways to appeal to your customers and meet their needs, even if that simply means being completely authentic. Make it your goal not to be like the rest.

Remember that your prospective clients can probably get the same or a similar products from someone else, but they won’t be able to get another you.

2. Be The First To Add Value.

Adding value is the key to closing the sale in any industry. Don’t ever expect something from a prospect unless you have already added value. And by the way, having the privilege of meeting you is not a perceived value to your prospects. Do something upfront to let your prospects know that it is your primary goal to add real value to their lives through not only your product, but also your service.

The single best way to add value is by educating your clients, giving them the information they need to confidently make the right buying decision. Good advice breeds confidence, confidence brings trust, and trust is the key to closing the sale.

comments powered by Disqus