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“Jeffrey, what’s the BEST way to make a sale?”

When I’m asked this question (I’m asked it all the time), what the salesperson’s really asking is, “What’s the EASIEST way to make a sale?”

Easy answer: The easiest way to make a sale is lower your price to a point that you make no profit. Not a good option.

Real answer: There is no easiest way to make a sale.

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And, just like there is no easiest way to make a sale, there is no BEST way to make a sale – BUT there are several elements that contain the word BEST that you must self-evaluate in order to discover why the sale takes place, or why not.

Selling is NOT manipulating. Selling is harmonizing.

Oh, you can occasionally make a manipulative sale. But if you’re still in the 1970’s trying to “find the pain,” or “sell an upfront contract,” or “make a cold call,” or “close the sale,” you’re toast. Sales toast.

Here are the BEST ways to make a sale:

n The best way to make a sale is to have your reputation precede you by word of mouth from your Google ranking, and from your business social media presence.

n The best way to make a sale is to be known as a valued resource before you start.

n The best way to make a sale is to be friendly before you start.

n The best way to make a sale is to meet with the CEO or actual decision-maker.

n The best way to make a sale is not to be salesy, or cocky or condescending.

n The best way to make a sale is to find some common ground before you start the selling process.

n The best way to make a sale is to ask intelligent, emotionally engaging questions that draw out both needs and buying motives.

n The best way to make a sale is to walk into the meeting with two ideas in favor of the customer.

n The best way to make a sale is to prepare before the call.

n The best way to make a sale is to convey value rather than features and benefits. I know how it works and what it does. Tell me how I win.

n The best way to make a sale is to focus on how they profit and produce.

n The best way to make a sale is to focus on outcomes and ownership.

n The best way to make a sale is to relax throughout the entire sales conversation.

n The best way to make a sale is to respond in a heartbeat.

n The best way to make a sale is to make yourself available when a customer needs you.

n The best way to make a sale is to support and prove all your claims with video testimonials from existing customers who love you and are loyal to you.

n The best way to make a sale is to ask for a date of beginning, or some type of commitment to move forward, AFTER you are certain you have removed all risks and removed all barriers from your prospect’s buying process.

n The best way to make a sale is to have multiple relationships at different levels and departments within the same company.

n The best way to make a sale is to earn the status of trusted adviser.

n The best way to make a sale is to create the atmosphere where the customer wants to buy.

n The best way to make a sale is to make the passion of your belief transferrable.

And there are questions you must ask yourself that enable the list of the BEST ways to make a sale:

n Am I always achieving my PERSONAL best?

n Am I always PREPARING my best for every sales call?

n Is my ATTITUDE set on positive, and positive outcome?

n Is my BELIEF in product, company and self always at the highest level?

n Do I believe in my HEART that the customer is better off having purchased from me?

n Am I always doing my BEST for every customer, every time?

REALITY: As a customer, I do NOT need a salesman. I need greater productivity, an idea that helps me grow, improved morale, a profit provider, and a trusted adviser.

Is that you? •
Jeffrey Gitomer is president of Charlotte-based Buy Gitomer. He can be reached at (704) 333-1112 or email to salesman@gitomer.com.

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