Below, you will learn about the ways to complete the transaction, how and when to apply them, as well as how to complete the transaction stage.
What are the special sales technologies?
Creating firm agreements at the stage of concluding a transaction is an important technology of the seller, which allows you to bring the sale to a result. In some cases, however, it is not immediately possible to get a positive decision. This applies, for example, to strategic sales, when the decision is made by the client in several stages. In such a situation, agreeing on the next stage, namely, discussing the timing and scope of the provision of services or the delivery of products, will be an important step indicating that your sale is going well. But with all this, it is quite obvious that the sale took place only when all the money (100%) from the client was received and all obligations to him were fulfilled without presentations and fundamental disagreements. It is obvious that for this purpose it is necessary to resort to special sales technologies.
Learn to offer to the client. The form of submission of your proposal may be different, but the essence is always the same – your initiative, which is associated with one or two options for the development of events in interaction with your client. Naturally, both options should lead to the desired occurrence of events – the client’s decision to cooperate. Even if sometimes the transaction amount will be less than you would like, if the client is new, you will be able to start cooperation. Well, if the client is a regular, you probably incorrectly formulated the goal and intention in working with him.
- Demonstrate the benefits of making a quick decision.
It is very important that the client sees the fundamental advantages of the transaction according to your terms. In conjunction with the offer, your benefit may look like this: “Let’s conclude a contract this week so that the first delivery to you will take place next month” (benefit), “I propose to apply today so that we have time to arrange your participation in the 2 + 1 promotion” or “What would you say if I offered you to reserve the goods after making an advance payment? There are only four positions left, I’m afraid you may not be in time by next week and you will have to wait from 4 months (order at an increased price, etc.).”
- Alternative question.
At this stage, we ask the client to make a decision on how we will execute the transaction: “Will it be more convenient for you to make an advance today or tomorrow?”, “Do you want to receive a draft protocol on cooperation for signing by fax or e-mail?”, “Do you need to pack only a printer or a cartridge too?” This is where your deal trap is slammed shut, the client has to make a decision, and that’s fine. And you have done everything necessary to make the transaction successful.
You can repeat your arrangements with the client. The more detailed and firm they are, the more reliable and confident the client’s desire to purchase a product or service and comply with your agreements with him. What does the summary consist of? In fact, this is a summing up of a meeting or a call. The decision has been received, it remains to consolidate it in a specific chain of actions on both sides: “So, you said that it is more convenient for you to make an advance tomorrow (it is better to sign the contract on Thursday). Okay, let’s schedule it for four hours tomorrow. Is it convenient? Good. Tomorrow, come to our office, make an advance of 10 000 dollars. We will issue you a receipt order and place an application. Take your passport with you!” Or else: “Okay, tomorrow I will send you a protocol of intent and the day after tomorrow I will call you back to make sure that you have received everything. How do you see it? Great!”
- Wishing well.
At the end of the meeting, wish a good day, week, weekend, vacation, interview (if your client gets a job or accepts someone for a position in his company). Remember that any client is first of all a person. And any person is always pleased with personal individual care, which cannot be related to the outcome of the transaction. Wish well if the client has left to think. It just happens that a client needs time, his need is not fully ripe, and we need to clarify what can affect his decision and what we can do to be in the priority of his choice. The sale continues even when the time-out is taken. But at the same time, be sure to agree with the client how much time he needs and when it would be better to contact him.