Close Sales with CRM
There are a number of reasons why a salesperson shouldn’t have to close a potential prospect if you are doing your job correctly with CRM. Allowing your customers to close themselves ensures that they are getting what they want, and you build a better relationship by allowing them to do this. It has been proven that prospects will sell themselves if given the opportunity to properly discuss what they are looking for. Thus, the salesperson needs to ask good questions and listen thoughtfully, and record everything with Customer Relationship Management software.
First of all, traditional closing techniques are greatly overused and overdone. Fundamentally, when someone has to go in and close a client, it is our contention that the client does not know enough about the vendor’s products and services; therefore, the closing truly represents manipulation. By continuing to ask the client good, open ended questions and recording within CRM Software a sales representative is given the opportunity to find out what they are looking for. Open ended questions start with words such as how, why, and statements like, what else, tell me more etc. By listening to their needs and logging in CRM, you are given the opportunity to add value and you benefit by potentially uncovering things that you wouldn’t have encountered if you weren’t listening well and reporting with CRM.
For a prospect who is particularly evasive or vague in conversations, you can ask the question, “If you were in my position, how would you sell yourself?” This is not a manipulation techniques but a client driven question. The art of the question positions you to react thoughtfully and positively-for example, if the client is positive then move the conversation forward. If their reaction isn’t necessarily positive, restate the question to, “What would you suggest I do to earn your business?” This question enables both parties to move in congruence together. All of this can be recorded into a CRM Software.
