If there’s a morning message I’d like my sales staff to have pinned on their mirrors, it’s “always be closing”. Whilst many things that we do in our daily work schedules are not all about closing, whether you’re an entrepreneur, a corporate manager or a sales person, being able to successfully close deals is the difference between winning and losing, between building a career or failing.
Being mercenary is not what it’s about. I find the best sales people have an x factor which is often hard to describe. Estate agents are people we deal with a lot and I have spent a lot of time thinking about what makes the difference between the good and the bad ones. I have concluded that those who genuinely enjoy helping buyers find their dream homes are the most successful. If their primary objective is to close and get to the commission as quickly as possible, I strongly believe that clients become aware of this and exercise caution. I have met agents who are primarily motivated by helping people. That’s what gives them the rush! Commission flows abundantly as a by–product.
We all have different techniques for our “ABC’s” of sales, and mine are a mixture of what works best for me, a mixture of ideas from different schools of thought. Here are some of them:
No Short Cuts
Getting to market is all about hard work. I often feel desperate about the amount of people I need to see. It looks like a mountain to climb but in the end, there is no other way. Do the hard yards and you will get the reward.
Passion
A passionate belief in your product and service will get you a long way. Add to that a general enthusiasm when dealing with potential clients and you’ll find your enthusiasm works with you. If people feel good and important when they deal with you they are more likely to want to do business with you.
Patience
Be both patient and a good listener. This serves both to build relationships with clients and, by listening long and hard enough, you’ll get a good understanding of what your client really wants. Once you know this, it’s easier to show them how your product fills that gap – leaving them with no reason not to buy.
Integrity
People can make many mistakes in life, but will have an impossible time shaking off even just one slip of integrity. So keep it squeaky clean, make sure your business and sales practices are totally above board, and keep any negative thoughts and words about competitors and others strictly within your business.
Sincerity
One of the easiest ways to do business is to build genuine friendships with clients or potential clients. The many people with whom I’ve built such friendships have added immeasurable value to my life, in genuine terms, and as a by-product have often become clients too. Find ways to get to know people, find ways to help people and genuine friendships – and business – will follow.
Enrichment
Curiosity is essential in a growing business – spend time learning new things that will better enable you to serve your customers and enhance your product. Spend time keeping abreast of the growth and development in your industry and spend time growing yourself, so that you always have the courage and motivation to face the changing challenges that selling your product will throw at you.
Simplicity
Don’t over-complicate the terms of a deal. The simpler you can keep an arrangement, the easier it is to understand and the more likely it is that your prospect is going to say yes. Be straightforward. Be humble. Be likeable. And be nice!
Service
Once you have a deal, fabulous customer service is imperative. Keep every part of your company’s dealings with clients swift, easy, accurate, helpful and professional. Great customer service gets spoken about and in turn leads to many word-of-mouth recommendations.
While these may not be the hardest and fastest ways of closing a deal, I have generally found that these values and ways of doing business have led to long-term business relationships, a highly respected reputation, regular repeat business and healthy market share.
