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six objections are common you will hear a lot of them and finally you will understand that human fantasy has no limits and most of them don't make any sense so your client only takes these arguments to be true that support his point of view and ignores those that contract with what he believes having been professionally involved in sales for almost 20 years I've seen a lot and be sure that if you are able to present an offer pirate to your clients needs or solution to the problem and establish an instant report you will be able to close virtually any sale sale will just come out naturally closing a sale you don't want to be perceived as a pushy sales guy and put pressure on your client especially since most of the deals you are able to close without an effort the first thing you need to keep in mind is that when you deal with a prospect who need to buy a product or service you offer you don't need to be very inventive being persistent in achieving your long-term strategy is much more important what you need to do is focus on a sales process take a look at the project in the construction industry as an example companies from electrical hydraulic ventilation finishing Industries have deadlines in day which must complete their work the demand for materials devices and system is clearly defined it must be ordered and delivered just in time otherwise companies will face unpleasant consequences and contractual penalties from the investor or general contractor contractors work ing to the schedule and are paid upon completion of a given construction phase and machine operating in a way that will purchase of materials will be done regardless of whether you will be there or not companies order products and services at the right time from The Chosen supplier based on the receipt quotation which are the best suited to their needs demands and requirements in just to be smart enough to press the right buttons in the right order to close the sale gathering information on the client's ongoing projects knowledge about the purchasing mechanism and who is personally involved are the key aspects influencing the successful closing of the sale in the most of the industries the presented model will not appeal to everyone it's for sure a kind of simplification the main reason why some salespeople will not like it is that it puts closing techniques in second place the fact is that many states people believe they have amazing selling and persuasive skills while success comes from being in the right place and time with the right product don't get me wrong this is one of the crucial skills in sex perhaps even one of the most important the ability to place yourself on the market and the right timing nevertheless we must learn to distinguish between personal skills influencing sales taxes and market and product knowledge and building relationships since people Define closing as the moment in the sales process when you finally ask your prospect for placing an order closing essay can be direct or indirect professionals know and feel exactly when the time is right closing has nothing to do with confidence and decisiveness there are many factors that determine success first of all successful closing requires being in a continuous Report with your prospect following this one rule reduce the risk of rejection than minimum these are rules of this game you have to be smart closing in inappropriate time is simply foolish the duties of purchasing the apartment employee include Gathering and evaluating quotations and assets of attractiveness of the offers submitted by potential suppliers internal regulations very often impose on the purchasing department the obligation to obtain at least several offers on the basis of which they can make a purchasing decision sales profession must be our when the time is right and there is no clear answer for that because every situation is different and requires individual approach but of course there are transactions when the client's decision making process is not so strict and you need to prove yourself and show your closing skills most of the time that happens when you offer a new non-standard solution put simply your client can live without your product and has no big influence on its life or business perhaps it could streamline and improve their process but your prospect doesn't know it yet at this point you cannot count on that sale we close itself even if you made a great product presentation and the client was impressed most likely he will procrastinate as long as the emotions fall down and forget about you and your product for a very simple reason procrastination is part of human nature this kind of cell requires more decisive steps you need to make your client feel that the quality of his life will decline where is professional or privately and make him feel high discomfort Associated to the lack of your product when people crave and want something very much their imagination tells them that their life will improve when they get it that's what it's all about your clients will feel discomfort and even some kind of mental pain in relation to further procrastination and lack of purchasing decision the pain is the driving force that stands behind all actions and decisions people make understanding this mechanism is key to success not only in terms of closing but also in terms of made decisions in your life visually every decision you make is conditioned by a willingness to avoid unpleasant consequences and feel good after let's say you pass a shop window and you notice the latest smartphone exactly as you have been dreaming for a while even the price doesn't seem too high you can already see yourself with a brand new phone in your hand surfing the internet enjoying the latest features and Innovations many positive images and running through your head but suddenly in a split of a second you recall today's morning when you rebuke your girlfriend for the idea of buying a new pair of shoes claiming that she already has dozens of them in the closet and some have never been taken out of the books like you told her that she should be more responsible and you have much more important priorities and expenses in the coming months the images that are running to your head right now are very different from the previous ones consequences of buying your dream smart for maybe more unpleasant than the satisfaction of having it your girlfriend's possible negative response changes everything you are giving up an idea of bank and you guys are due to the predominance of negative emotions you start to feel avoidance of unpleasant consequences and the mental plan related to thought of what may happen that reminds the decision every time you try to close a sale think about for a moment the identification of your client's mental pains and fears is crucial Factor influencing purchasing decision the client feels comfortable buying when his level of certainty is high enough and this depends on his journal tendency to take increase and then move it blank on in his head if there's a predominance of negative conclusions over the positive ones they say will not be successfully closed anything even the smallest argument against which from your point of view may seem irrelevant can be decisive because it's not about the number of thoughts and strengths of arguments but about general feeling the client hesitation and procrastination results from the predominance of negative emotions over positive ones in his mind is your job as a professional salesperson to identify this uncertainties and neutralize them usually this uncertainties refers to your product to you as a salesperson to your company and to the environment where the client operates product may be tangible intangible client objects may refer to its quality price compatibility functionality or any other feature typically different objections refer to high volume product which constitute significant part of class expenses and different to low volume but high quality products in the case of products representing a significant part of the company's expenses price is usually one of the most important factor why in the case of Niche products your client must have a good reason to engage and make effort to change the regular supplier this group may involve technical problems and quiet issues price is often set aside and key success factor is to provide the right solution and provide its utility by delivering a product that represents a significant importance for your client business you find yourself in a place where from the very beginning you have a better starting position in results from the fact that the client is usually more eager for meeting new potential suppliers who theoretically can reduce the cost of business operation and is more open to hearing about new possibilities and opportunities arousing the class initial interest and the approach is relatively easier however your success will largely based on price and logistic capabilities arguments like quality and service are less important in this case and are a secondary thing at least until a deeper relation is built although nowadays more and more sales are concluded online the consumer is still a human being and building relationship is extremely important especially selling business to business if your client has two comparable offers the human factor is the one that will determine his choice people buy from people they like and Trust if you have good relations with your client you will usually get all the necessary information to close the deal you will learn how to prepare an offer to be competitive what are the key issues you need to deliver to reach an agreement and on what you should pay attention those offer key issues will allow you to prepare an offer that will give you a significant advantage over your competitors where you will be able to meet all these expectations is a completely different matter it's widely known that if a person from the purchasing department sympathize with it any supplier will guide him and provide unnecessary instructions so that he or she can successfully close the sale similar behaviors of course excluding all non-ethical ones are emotional in nature buying from someone we don't like can cause discomfort client consciously evaluates all the pros and cons of every offer he gets if the offers are comparable he will choose the one behind our positive emotions and nice people but if for example the price quality or any other key factor doesn't meet clients requirements and expectations despite the sympathy for the salesperson they say will not be closed as well what is necessary is a balance between expectations and the human factor client may have had bad experiences with your company in the past could have heard negative opinions in the market in any of similar situation even you have managed to build confidence in the eyes of your client to yourself as a success consultant closing the sale will still be very difficult rebuilding trust is not so easy all depends on where you are in a position to be able to correct the mistakes made in the past if your product company and everything what concerns their quality and reliability are on the same level as they were when the trust was compromised and you are not able to do something extra you should better let go and look for a new client the proper identification of the target group and the ability to position yourself on the market are key for your final success if the client had a positive experience while working with your company I had many good opinions your companion brand is recognizable and associated with high quality closing essay will be much easier even if the client doesn't know you personally you automatically get a huge level of trust and credibility clients workplace is another important and underestimated element in the context of closing the sale as a work environment I mean the marketplace and the people who have an influence on your prospect building trust a new as a salesperson your company and your product may not be enough if your client is afraid of negative judgment fear is especially real if so-called decision maker is afraid to make decisions and the reactions of people above and directly involved in the sales process some people are naturally reluctant to make decisions if something is associated even with the smallest risk of negative assessment they prefer to remain passive regardless of where you are dealing with a high tech or a small private company you will often experience that if something works properly and your solution is mainly aimed at streaming the process it will be hard to find people willing to take action human beings are biologically programmed to conserve energy and not take action unless it's really necessary hard to change the human nature in fact it rarely happens so if you want to force someone to take action you also have to rely on the instincts rooted in millions of years of evolution of human species fear can be both the factor that keeps people from taking action and the driving force behind taking action if you are able to build the belief in your client's mind that procrastination will have a negative impact on their life you'll be able to close any sale staying for a long time in an uncomfortable State of Mind evokes negative emotions discomfort and eventually deep stress even the most stubborn and reluctant to change people start to act when they feel fear let's take as an example quitting smoking the harmfulness of smoking and its devasting effect on health are well known however anti-nicotine campaigns and shocking photos placed on cigarette packets don't deter regular smokers people who smoke for a long time get used to it they become desensitized smokers generally feel that it doesn't concern them receiving a medical diagnosis that the effects of smoking will no longer be reversible and the possibility of developing cancer is real at that point a typical smoker begins to take the first step to quit a harmful habit will he succeed is a completely different story but at least he tries as best as he can this is the reason why you shouldn't try to immediately solve your clients problems even if you and your product are able to do so instead listening carefully and make sure you know all the details before you present a solution paraphrase what the client told you to be sure that you understand everything correctly emphasize the issues that are problem and amplify the pain when client's discomfort reaches a critical level it's time to close the sale if you don't resist the temptation and you start by presenting the solution to the problem at the very beginning your chances of successfully closing the sale will decrease dramatically all decisions people make are emotional in nature emotions determine our actions logical arguments only support decisions already made in our subconscious mind people need logic to explain their decision to the people around to feel better and Justified the moment you present solution to the problem you take the burden of your client but when he hasn't yet experienced a real discomfort it's all for nothing if you give your client the feeling that the solution is at hand and that he can reach for it anytime there's a high probability that the natural human tendency to procrastination will kill the cell therefore timing and building uncertainty about the availability of the solution in the future is key to success put simply if the risk is too high in the client's mind fear begins to dominate and paralyze any action I know people who buy a car on average every two years if the old one get them bored they just sell the old one and buy the new one piles like that don't have to be 100 sure about the rightness of their decision because if a new purchase doesn't meet their expectations it will be quickly monetized and easily forgotten the decision is made quickly and they are not afraid of negative consequences or at least it doesn't play a big role on the other side there are buyers who see themselves as those who firmly keep both feet on the ground they buy a new car no more than once in 10 years and it's always a live decision preceded by many months of reading Automotive articles comparisons of technical parameters hours of talking to family and friends discussing dilemmas and uncertainties when they finally decide to buy their dream car they are still not sure about the rightness of their choice while the first buyer is the dream type of every salesperson the second one is the biggest nightmare usually you will oscillate somewhere in the middle what you need to remember during the closing process is to reduce your clients fear threshold right after you intensify the pain in relation the lack of your product say subjections are common practically unavoidable you will hear a lot of them when you think you have heard them all you will hear thousands of new ones and finally you will understand that human fantasy has no limits and most of them don't make any sense in most cases it's just a small screen a client's lack of trust in your product in your company a new as a sales person or maybe just fear of negative opinion of people directly conserved so treat objections as an opportunity to improve your skill set not as a rejection try to understand the real motives behind the client's purchasing decision say subjections must be dispelled on an emotional level logical recommendation only supports existing belief system that has always deeper foundations your clients reticular activating system controls incoming information so your client only takes these arguments to be true that support his point of view and ignores those that contract with what he believes it means most likely your client will be deaf to all arguments until he subconsciously believes in what you say six people are often disappointed when despite they successfully dealt with the problem Rise by their clients indicated as the main obstacle to closing the sale clients rise next objections the reason is the lack of recognition of the real motives that drive your client solving the problem on a logical level that was only a small screen and excuse don't be afraid to ask difficult questions better know the brutal truth and be aware of the real obstacles that's that in a way to closing a deal rather than try to solve imaginary problems and deluding yourself that you are a step closer to Ultimate success when you overcome them lowering your client's threshold is nothing more than presenting an idea in a way that affects your clients emotion make it seem attractive and safe the fear of making a rogue decision must be kept minimal what you need to do is to change the movie playing in the client's mind to be more favorable and positive in relation to your business proposal keeping to minimum possible negative consequences is one of the way to lower the client's pain threshold and why it's rather impossible to eliminate all uncertainties and fears due to the human nature you can still raise your client's General level of confidence could salesperson knows how to read non-verbal cues that indicate confusion and constantly looks for new ideas to close more deals let's say your prospect is still hesitating and not sure if the product will meet his expectation can for example suggest a pilot project with where the risk is kept the minimum and you are able to prove utility offer a solution in practice as well as throughout the right conclusion and introduce improvements if they turn out to be necessary in the case something goes wrong it will not have a negative impact on the functioning of the world Prospect business this strategy helps to dispel many concerns and objections because your prospect doesn't take much risk will be more likely to buy and try a sample and you will be one step closer to reaching your goal if everything goes well the client's objections will disappear and you will have an open door for the bigger sale there are countless ways to lower a client's pain pressure basically it all depends on your creativity literally any number of sales objections make the same number of ways to overcome them regardless of what you saw the key to a successful closing is the proper identification of obstacles what you need to remember is that decisions people make are always emotional and they need logical reasons mostly to support their feelings justify the steps taken and explain to other people the cause for their actions this is why your clients can be very selective about the arguments you present if something doesn't suit their perception of reality they will simply ignore it when presented arguments supported point of view they subconsciously accept them as a fact try to understand your client and put yourself in his shoes this is a milestone enclosing every deal ask questions to figure it out and look for arguments that can trigger your clients emotion although I often emphasize that sales is a transfer of emotion it's not always desirable that your client is driving by them even if emotions are positive and theoretically work in your favor sometimes you need to cool them down and despite it may sound absurd in the context of what has been said before things are sometimes more complex than we would like to see them says professionals know that people tend to change their minds perhaps you have personally experienced a similar disappointment when a client who promised you to place an order fail to do so it's certainly very frustrating but before you start to blame and condemn anyone remember the last time you change your mind in a similar situation do you ever get excited about something but the next day all the enthusiasm evaporates and you give up on your plans what a day before seemed to be a good idea it doesn't stimulate your imagination the next day doubts rise in your head and you don't feel it anymore you don't believe it will work for you ultimately you let go of all actions you decide to take that's how emotions work and that's why your prospect doesn't fulfill declarations made under the influence of them evoking the emotions of urgency to close a sale makes sense only in certain situations usually wherever it's possible to close the sale immediately the key is to take advantage of the moment when the client is impressed by the presentation that has just been carried out but let's be honest how many important decisions are made this way selling business to business most required true analysis and decision making process is structured in a way that requires the approval and acceptance of more than one decision maker and although the sales closing Effectiveness is the highest right after the presentation it's rarely possible to take advantage of it moreover its foundations are very fragile class Declaration of buying triggered by the emotion will not stand the test of time when the client cools down and get the distance to the certain things he will probably start to procrastinate that's why closing essay must include an emotional and rational factor to avoid the buyers remorse that my arrows the next day is necessary to present rational argumentation by lowering the level of emotion and then emphasizing rational arguments is possible to eliminate sales objections that arise when the client's emotions fall but be careful because this contains an element of risk if the balance will be disturbed you may destroy everything that has been built so far simply it's about switching the client from a state of euphoria to a state where it has more emotional control bringing to the light of the day the hidden objections that lurk in the back of his head if you are talking to a client about buying a product that will be ordered in a week or month it's obvious that the client's Declaration of buying a product Made In the Heat of the Moment is very fragile the client's emotions about you your company and offer a solution will change and will not be as strong as the moment of making the verbal declaration because it's predictable you can take preventive action which means putting the client in a state of mind in which he will be in a few days or weeks when emotions will subside and rational analysis of the pros and cons begins getting your clan to make a decision on above the emotional and logic level greatly increases the likelihood of delivering on his promise when finally the time comes to place the order his internal State won't be different from the one in which he made the Declaration emotions supported by Logic will favor you your client will feel inner consistency and they will be closed successfully be careful though because going too low from the state of excitement to more rational one can lead to a complete lose of interest in your offer it's all about finding the right sweet bot is like Landing a plane you want to lower the flight from a high attitude but you don't want to crash on the ground it must be done skillfully and carefully the play needs to be smoothly put on Landing Strip keep that image in your mind every time you build a balance between emotion and logic in your client's mind