It can be unnerving for any salesperson (especially for the new) to close the deal. In sales term, it is explained as the moment when a customer makes the decision to sign the dotted line or make a purchase.
A seasoned salesperson knows that a simple nudge to the prospect will do the job. However, it might sound as simple as saying to the prospect that “please sign here” and hand over the pen and the contract documents. But, instigating the close practically is very challenging as it is a tough nut to crack.
Why it is challenging to close the adequate deals
The most common challenge is that the prospect is not ready to buy after the end of a sales presentation. The presentation is over and there is nothing much left to communicate. Now the professional does not know the next move and fears the outcome of the next strategy. If the client is given more time for the decision making, then there is a great chance that he can ward off and the deal can be long forgotten.
Again persuading can be regarded offensive and the client can be lost forever.
So, to avoid it, the best strategy would be to understand what holds the client in making the final leap in buying. The most common thing is the fear of change. Moving from one thing to another means undergoing change. The fear of modifying which impacts the prospect or client needs to be checked. The salesperson need to understand or better dig out the fear and understand the details.
Good communication skills are must to attach strings to the client.
Also, no from the prospect does not mean the complete termination of the sales. First, try to change his mind and close the sale. But, if he is too adamant to no, then thank him and make a note to contact him at some later yet suitable date.
For more details and information, you need expert help to dig out why you are not able to make adequate sales. Your product and services are great; however, you need to brush your strategies and approach to close the deals more successfully.