People are always looking for ways to close the sale. Often times when
you lose a sale, it has nothing to do with your ability to close. The only
secret to closing more sales is by focusing more on your customer.
Focus on the customer goes far beyond the words coming out of your
mouth. Your focus directly affects your body language, your tone, and
your message. These are three of the key factors that customers use to
determine if they like you and if your product can solve their problem.
Focusing on your customer means that you are actively listening and
that you personally care about the customer. These things cannot be
faked. You must truly want to listen and you must truly care about
helping the customer. That is the only secret to closing the sale.
Body language will show you are focused on your customer. Your
customers detect your body language even if they are not aware of it.
There is no ‘secret’ way to ensure that you have effective body
language. When you are engaged in a conversation with a customer
and you remain focused, it can be nothing but positive body language.
The same is true for your tone of voice. If you are listening with the
intent to understand, instead of listening with the intent to respond, then
that amount of personal attention will reflect in the tone of your voice.
The tone of your voice, like your body language, plays a role in how well
someone receives your message.
The content of your message will naturally be in-line with what the
customer would like to hear if you focus on the customer and nothing
else. When you are in-sync with the customer, then the customer will
guide the conversation all the way to the commitment to buy.
Here are eight ways to ensure you are focusing on your customer:
1. Relax.
2. Find out something personal about your customer.
3. Call them by their first name often.
4. Find out WHY they are interested in your product and refer back to
that reason often.
5. Listen to understand the meaning of what it is they are saying.
6. If you catch yourself formulating a response before they finish talking,
this means that you are not listening.
7. Look your customer in the eye.
8. Get your mind right. Why do YOU want to help this customer? If the
answer is just to make the sale, then start here.
You need to care about the customer personally and care about solving
their problem before you can ask them to buy from you. Many
salespeople are well intentioned but lose focus of their customer
somewhere during their conversation. It is this ability to maintain your
focus that will not only differentiate you from your competition; it will win
you more sales.
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