Deliver Value to Customers. Don’t Just Try to Close the Deal
by Joanne Troppello
Tony Robbins said, “Good salespeople are found, not trained.” Do you agree with that statement?
I’m on the fence about this statement—I agree that some people are born “with it;” however, you can be trained in selling techniques, delivering value to customers, and learning how to close a deal.
What’s one of the most important factors in determining whether or not you’ll be successful in closing the deal?
You need to evaluate how you see money? What’s your perspective on it?
If you’ve been taught that money is the root of all evil and grew up thinking money is bad…then you’ll have a hard time dealing with success. In closing the deal, you must accept the flow of money into your hands. Get rid of the emotional attachment to money. Learn to see money as a tool.
Yes, money is the way we trade and buy things; however, it’s not the end-all and be-all in this world. Health and happiness is the answer to a fulfilled life. Once you learn the most important factor that money is a tool and you need to learn to give money away—success is just moments away.
The second most important factor in closing the deal is delivering by value. What does that mean?
You need to make an emotional connection with your customers. Now, don’t get too personal, but also, don’t make your sales pitch overwhelming and an in-your-face technique to your customer. That is one quick way to scare a prospect off and have this person never return any of your future phone calls or emails. Be personable and ask questions about this prospect and find out why he or she is interested in your product or business affiliate model.
If you deliver value to your customers, you’re delivering on your promises and cultivating a faithful, returning customer. If you have the right sales motivation, you’ll “obligate” customers and prospects to stick with you.
Customers want to know for certain that they are getting the best value for their dollar. They don’t want to be cheated by a scheming salesperson. No one in their right mind wants that. So why do we, as salespeople, have trouble closing the deal so many times?
So, you’re accepting the flow of money and delivering by value…so what’s next? Learn how to close a deal by up-selling your customers.
Hmm, that sounds shady, doesn’t it? Not really, if you think through this sales motivation strategy. We already established that customers want the best value for their dollar. Get them in to your affiliate membership or buy your product at a low cost and then up-sell them afterwards. Have a compelling sales pitch, while maintaining an emotional connection, ask intriguing questions, offer the low cost product first—and you’ll be amazed at how loyal your customer will be.
Are you an entrepreneur? Are you involved in networking and sales? We’d love to hear how you add value to the customer and close the deal.
About the Author
Joanne Troppello is a published author of 3 inspirational fiction novels and the Publisher and Editor-in-Chief of Pandora's Box Gazette.
She has experience as a freelance writer in topics such as marketing, retail marketing, health and wellness, internet and media, travel and lifestyle, website content, app recommendations, and content for blogs.