Do you want to boost your closing rate?
There are no magic formulas or solutions. But there are habits to develop. Here is a list of ideas that someone shared with me to boost your closing rate to 30%:
Be Obsessed: Learn to love what you do for a living and have fun.
Use a presentation book with lots of pictures and you with smiling customers.
Listen to your customer. As Walter Haley said, “If you want to sell, ask don’t tell.”
Develop empathy for your customer’s viewpoint: “I understand . . .”
Another Walter Haley saying was “People don’t care how much you know until they know how much you care.”
See the prospect as your partner in the project. Sit beside them whenever possible.
Give the prospect all your attention and don’t get distracted.
Use a Talking Pad to take notes when your customer is talking and draw out ideas. It’s good to draw out ideas to illustrate a point as well. Once they see you writing, and then you pull out the agreement, it will also be natural to keep filling in the paperwork.
Send thank you notes to everyone. Call all your customers who you did not close.
Keep in contact with past clients. On occasion, send cards to everyone who has purchased from you.
Plan your day efficiently. Use your free time to generate more business.
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