The Four Obstacles To Closing And How To Conquer Them

It’s been said that the hardest part of selling is closing, now this is partly true in some cases and not true at all in others.  The fact is if you are a fantastic opener and equally as good at story telling, then pushing the customers buttons, leading them into the close and finally closing the deal shouldn’t be a problem, and will naturally occur when you take full control.

The top 5% of sales people in the world make sure that they know what their customer objections are and use that to their advantage by crafting the ultimate pitch.  Below are the four most popular objections that you will come across in your selling career.  To truly become the Glen Garry sellers of this world it’s up to you to perfect them and work out your own techniques to slamming that deal down.

A Small Chance That You Might Fail

Many of your future prospects have their own objections in mind that will automatically flick on like a light switch when they realise they are being sold too.  The reason being is that they have probably been sold too many times before, possibly had a few bad experiences and maybe lost some money.  BUT that doesn’t matter to you because you are going to change their lives with the product or service you are selling!  The first initial hurdle you need to leap over if you are going to become a top dog in selling is the fear of failing, you see the failing part of the whole process is actually a good thing, it sets you up for the next time you sell.

What you need to do is simple, embrace failing and think of it as a positive step.  When you fail you learn something new, be sure to write it down and never do it again!

Unwanted Criticism

Why do you think that people find it so hard to accept perfectly harmless criticism?  Because they think it will hurt their feelings.  That makes no sense what so ever!  Your job is to accept faults, build up a strong character that accepts all constructive criticism and use that to mould a successful salesman.

Every time your boss or supervisor tells you that you are doing something wrong, note it down and improve upon it.  Another point to take in is, you should be asking your customers after you have sold to them, what it was that made them buy from you.  This is a fantastic way to produce more sales and build upon your success.  After a few months of doing this, you will craft your very own formula that will convert at a much higher rate than anyone else.

Fear of Rejection

To be rejected means one of two things, you either did a lousy job at selling or your prospect genuinely has no use for your product or service.  Rejection in selling is life, deal with it.  The only way to deal with this is to brush it off and get on to the next meeting.

The worst thing you could possibly do is have the thought in your head whilst you are on the way to a meeting or actually dealing with a future client.  Stay as positive as you can by thinking of what you would like to happen.  When you project this image onto your sub-conscious two things happen, firstly your mind will accelerate into success mode and you will attract that which you desire and secondly your outlook will change, you will smile more and feel amazing from the inside out.  Don’t think this is some new age hippie stuff, this has been proven to work.

Busy Customers Set You Back

When someone is busy it’s not because they are avoiding you, it really is because they are busy going about their day to day chores.  What you need to do to avoid this in the future, is set a specific time with them that you will either sell to them, or close them.  Your job is to create a presence and maintain the momentum which will then propel you into signing off the deal with ease.

Your mindset should be that, they want to buy your service or product because they believe it will benefit them or their business but they would like to give you their business at a convenient time, when they feel comfortable and not rushed.  Remember people are familiar with their comfort zones, so step into their comfort zones and make them feel at ease.