Performing Direct Sales Is An Art

When it comes to closing the sale in case of direct sales

, you can use a number of techniques and strategies depending upon the various situations. Since every situation is a different one, it is important for you and your salespersons to be aware of the numerous closing strategies so that you can easily choose the one that you feel fits that particular situation the best.

Mention Both Advantages And Disadvantages To The Prospect

It is obvious that most of the times, you will try to assist the prospect in counting the benefits of buying the services and products provided by you. But, in order to build a relationship of trust with the prospect, you are also recommended to tell them about some of the disadvantages. This will make your offer sound much more genuine. However, make sure that you count only as many disadvantages as you feel that you are in a position to afford. While you are trying to close the direct sales, your objective must be to elaborate the advantages in such a way that it would far outweigh all the disadvantages.

Allow The Prospect To Try Out The Product

This strategy can prove to be a very effective one. As per this process, you can invite the prospect to take the product with them to their home and try it out. You can tell them that if they are not satisfied, they can always return the same. The basic idea here is that once the prospect takes the product with them, it is rare that they will come back and return the same. They are quite likely to hang on to that product once they use it for a couple of days, and in that case, they would keep it.

Subject To Approval

Subject to certain contingencies can be another effective strategy to close direct sales. This is one situation where the ball is definitely in the salesperson's court. It is now up to them to remove the contingencies and close the sale. Therefore, if that is the case, it completely depends on the efficiency of that salesperson to make the sale official as quickly as possible. An unusual delay here may lose the sale.

This Product Is For People Like You

Most salespersons prefer this strategy, as it is human nature to believe that he or she is different from others. For example, you can say that not everybody will be able to identify the importance of this product because it is a special one and can be appreciated only by creative-minded people like you. Hearing such sweet words, the prospect will probably not resist appreciating the service or the product. This will help you close the direct sales very early and quickly.

Empathy

You can also win your prospect by showing a feeling of empathy with the current situation of the prospect. You can try to close the direct sales by telling them that certain kind of services or products have been very effective in such situations.

by: Wayne Kirwan

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