The secret to closing any sale is to reduce uncertainty in the buyer and replace it with confidence in YOU, your PRODUCT/SERVICE, and your COMPANY.
Someone buying from you wants to be able to fundamentally connect with you on a human level and feel confident that you’re an expert in what you’re selling
Focus on addressing the problem, not the solution….MEANING you already know you have the solution, connect with the buyer by being an expert with the problem he/she is facing. Prove that you know the problem and all aspects of the problem like the back of your hand.
Someone buying from you needs to trust the product/service you are selling will solve their problem. It’s your responsibility to deliver a solution and the benefits associated with it. Basically you need to “Hit a Homerun” communicating this message.
Someone buying from you wants to feel confident that the company you represent is a real/legitimate company that has a proven record of delivering value. Be able to communicate the following:
If you can make the potential buyer feel confident in all 3 of these areas, you will reduce his/her uncertainty and greatly improve your chances of closing the sale.
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