Why closing is key to your success
Closing the sale is one of the most important steps in the sales process, especially if you want to start your own business in Switzerland. It is often suggested that an additional discount or a limited time offer might persuade undecided customers to close the deal. In my experience, however, this is not always the best approach. Often, indecision is not due to price, but to a lack of confidence that your offer will solve their problem. This is why it is so important to understand and address their concerns. Yet this is where many entrepreneurs fail.
Why do they fail? It's often because they don't understand the customer's concerns or objections.
In this article, I'm going to show you how to identify the most common obstacles to closing a deal and how to use a technique that works.
2. Why customers often hesitate
Uncertainty: Many prospects have questions or doubts that are not addressed openly.
"Is this the right solution for me?"
"Can I afford it?"
Your task: Understand and address the hesitation. A successful closing is based on listening and resolving these uncertainties.
3. A technique that helps: the needs question
This technique helps you show customers how your offer solves a specific problem.
How it works: Formulate an open-ended question to get deeper into the conversation: "What aspects of our offering help you solve [problem X]?"
Advantage: This question focuses on the benefits of your offering and gives customers clarity. At the same time, it allows you to better understand and respond to objections.
4. Conclusion: Your next step
Successful closing means understanding and addressing your customers' concerns. There is no need for aggressive tactics - true listening is often the key.
Your next step:
Want to learn how to develop your closing skills and master more targeted objections? My coaching program Erfolgsstrategie will teach you how to close sales with ease. Book your initial consultation now!
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