6 Master Selling Techniques to Close ANY Client

Most salesperson closing ratio is usually quite low and many of them if they were to have 10-20% closure rate, they are pretty much very satisfied with the results.

The challenges are that if you have the mindset of using 10-20% closure rate as a benchmark, most of the time your closing rate will be not more than that level and once you reach the 20% mark, you will have the thinking that you had reached your maximum level.

The good news is that you are able to set the standard to ANY level that you want, you can set at 30%, 40%, 50% or even up to 100%, there are strategies to do so. Read on…

The best way is to mentally program you to absolute certainty. When I mean absolute certainty, it is a situation where you have absolute confidence where you will DEFINITELY able to close the sales when you see the client. To do this you will need to work on the following:

1) Ensure you know EVERYTHING and ANYTHING about the product or service you are going to sell. Including the competitors offering and packages.

2) Ask yourself what make you so special that they must buy from you, list out 50 reasons for it, yes, squeeze out 50 valid reasons why the clients must really buy from you.

If you cannot even list out 5 of them, I strongly believe the product you are selling is nothing really special.

People don’t buy things which have nothing special, you will need to add that extra spice to me it worth going for it.

3) Filter, filter and filter, ensure that the potential prospects you are meeting are the one you believe that is able to buy the product and services. In term of statues, needs and ability to afford the product.

4) 60 minutes before meeting the client, condition yourself mentally that you are able to win this deal, rehearses it mentally for at least 30 minutes so that your brain tells you that you have the absolute certainty to get this deal done.

5) When you are talking to the client, talk to them with absolute confidence, chest up, look straight to their eyes, with good body language and posture.  

Remember that in communication, body language plays a very important part of the entire process.

6) Practice, practice, and practice your communication and presentation skills.

Do it at least a few times per day, and talk to as many people as possible.

To become a master of communication, you will need to practice at least 10,000 hours. (Latest update on 19 Jan 2019, nah, this is not true. Just practice, you will know when you reach there. )

Keep on doing it and never give up.

7) Knowing your customer – Make every effort to know who is the person you are going to sell to, even if it is a group presentation, know who you are going to present and sell is already 50% won.

I wish you success in everything that you do. Cheers.

An article by Dougles Chan – Recruitment Business Coach. Also known as the recruitment business Zhuge Liang. A recruitment business coach & mentor that specialized on coaching recruitment business owners and staffing agency owners. Author of 8 books. 25 years in recruitment business coaching & mentoring. He created the recruitment agency market tumour law, C-Marketing, V-Marketing and blog marketing for recruitment agencies.  Training business owners in Singapore, USA, UK, and Australia. He specialized in business, sales, marketing, digital marketing, SEO, SEM, and social media recruiting. For 121 recruitment business coaching, kindly check here.

 

How to Close the Sales with Your Client with Absolute Certainty.

Most salespeople’s closing ratio is usually quite low and many of them would be very satisfied if they were to have 10-20% closure rate.
The challenge is that if you have the mind-set of using the 10-20% closure rate as a benchmark, most of the time your closing rate will be not more than that level, and once you reach the 20% mark, you will be thinking that you have reached your maximum level.
The good news is that you are able to set the standard to ANY level that you want! You can set it at 30%, 40%, 50% or even up to 100%!

There are strategies to do so. Read on…

 
The best way is to mentally program yourself to absolute certainty. What I mean by absolute certainty is a situation where you have absolute confidence that you will DEFINITELY be able to close the sale when you see the client.

To do this you will need to work on the following:

1) Ensure you know ANYTHING and EVERYTHING about the product or service you are going to sell, including the competitors’ offering and packages.

2) Ask yourself what makes you so special that they must buy from you; list 50 reasons for it.

Yes, squeeze out 50 valid reasons why the clients must really buy from you.

If you cannot even list 5 of them, I strongly believe the product you are selling is nothing really special.

People don’t buy things that have nothing special, and you will need to add that extra spice for the client to think it’s worth going for.

3) Filter, filter, and filter

Ensure that the potential prospects you are meeting are the ones that you believe are able to afford and buy the product and services.

4) Sixty minutes before meeting the client, condition yourself mentally to win this deal.

Rehearse it mentally for at least 30 minutes so that your brain tells you that you have the absolute certainty to get this deal done.

5) When you are talking to the client, talk to them with absolute confidence.

Keep your chest up, look straight into their eyes, and use good body language and posture. 

Remember that in communication, body language plays a very important part of the entire process.

6) Practice, practice, and practice your communication and presentation skills.

Do it at least a few times per day, and talk to as many people as possible.

To become a master of communication, you will need to practice at least 10,000 hours. (Latest update on 19 Jan 2019, nah, this is not true. Just practice, you will know when you reach there. )

Keep on doing it and never give up.

7) Knowing your customer – Make every effort to know who is the person you are going to sell to, even if it is a group presentation, know who you are going to present and sell is already 50% won.

I wish you success in everything that you do. Cheers.

An article by Dougles Chan – Recruitment Business Coach. Also known as the recruitment business Zhuge Liang. A recruitment business coach & mentor that specialized on coaching recruitment business owners and staffing agency owners. Author of 8 books. 25 years in recruitment business coaching & mentoring. He created the recruitment agency market tumour law, C-Marketing, V-Marketing and blog marketing for recruitment agencies.  Training business owners in Singapore, USA, UK, and Australia. He specialized in business, sales, marketing, digital marketing, ,SEO, SEM, and social media recruiting. For 121 recruitment business coaching, kindly check here.

An Easy Way to Double Your Sales In Your Recruitment Agency.

How to Double Your Sales In Your Recruitment Agency.

Many recruitment companies and consultants have asked me this VERY IMPORTANT question, and one of the strategies I have shown them in order to DOUBLE their sales is this:

Make your contract value DOUBLE, and you will be able to see your sales DOUBLE. This method is so easy but many people fail to see the advantage of how it works.

You see, if you are working on a $2,000 case and charge the client a $2,000 professional fee when the candidate is successfully hired, can you do a $4,000 case where you can charge at least $4,000 for the deal when it is successful?

Sometimes you can charge even 1.5 times the $4,000 salary when you meet a client that is agreeable with this rate. From that you can get $6,000 as a professional fee and guess what?

You have not just doubled your sales for the deal, but instead tripled the amount.

Let’s assume you are working on 5 assignments that are $2,000, and when you close all of them, you have $10,000 ($2,000 x 5) in sales.

If you were to focus on a $4,000 value – assuming you still have 5 cases, will your potential sales be $20,000 or more? You bet it will!

Let’s get to the details:

Are you taking the same amount of time to get the client assignment?
Are you taking the same amount of time to post advertisements and generate potential candidates?
Are you taking the same amount of time to interview the potential candidates?
Are you taking the same amount of time to coordinate the interview?

I think you get my point; the answer is that you take almost the same amount of time to give a $2000 value and a $4000 value! Some may argue that the number of $4,000 assignments will be fewer.

Well, the fact is that there is the same number of assignments in the $4,000 category level as compared to the $2,000 category level.
The secret is that you will have to find them. They are out there, and if you are good enough, the assignment will be yours.
This simple, yet effective, the strategy not only applies to a recruitment agency, it can also be applied in many other trades or industries too.

I have a friend who was in financial insurance seven years ago, and his take-home commission was about $1,500 per month.
After I shared this simple strategy with him, his earnings went up to $3,000 per month within the next two months. Now he has set up a company by himself with the good income he had generated previously, and is already the CEO of a big training institution.
My friend, you can double your income when you choose to do so. Cheers, and be happy always.

An article by Dougles Chan – The SEO Business Coach. Also known as the Zhuge Liang for SEO. An SEO coach & mentor that specialized on coaching business owners in business and SEO. Author of 8 books. 25 years in business coaching & SEO. Focus countries will be in Singapore, USA, UK, Australia and others.  He has also written some articles on SEO on Condo Singapore which is on RV Attitude and riverfront residences and fourth avenue residences.