HARDISON TIPS – OCTOBER 29, 2020 –HABITS OF TOP CLOSERS
The most common habits are:
- They act the difference. The salesperson is the embodiment of their product or service. Top salespeople set themselves apart from the competition by building trust, urgency, dependability and credibility. They make a solid first impression by delivering on everything they promised when prospecting.
- They sell benefits. Top closers present only the things that are most important in each specific selling situation. There are no cookie-cutter presentations. They break each selling point into either a feature or a benefit that works for their particular prospect. Then they toss the features out the window and only focus on what matters to prospects: benefits. To do that, many top closers ask their most loyal customers why they continue to do business with them – and use those points for their future closing conversations.
- They sell relationships. They approach selling like this: If the competitor put a modest offer on the table, would doing business with me be a good enough reason to keep the customer from leaving? So they send cards, stay in touch through email and social media, offer industry and product insight and solutions that customers may not even ask for.
- They mostly listen. Great closers ask questions first to uncover prospects pain points, needs, wishes and how their buying process works. They take notes during the opening stages to ensure nothing is miscommunicated.
- They thirst for industry knowledge. Top closers believe in “Always Be Closing” and “Always Be Learning.” They know industry hot buttons are constantly changing, and prospects need salespeople who keep up with trends. Strong closers stay ahead by reading blogs, newsfeeds, social media, books and publications related to their industry and their customers’ industries. They listen to relevant podcasts. They attend conferences and seminars – not just to network, but to learn.
- They research relentlessly. Their presentations are on the mark, and their closing rates are above average because they do more research than their colleagues before any They don’t talk to who they can. They figure out who they need to talk to and don’t stop until they get to him or her.
- They manage expectations. Before, during and after closing, great salespeople carefully go over exactly what the customer gets. They confirm everything with the buyer to ensure expectations meet reality. This also helps to continue establishing trust.
Make It A Champion Day!
