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Avoid These Common Mistakes When Closing A Sale

Avoid These Common Mistakes When Closing A Sale

Whether you’re new to a sales role or you’ve been selling for years, there’s always room to learn new skills and improve your technique, especially when it comes to closing a sale. When you’re about to close a sale make sure that you avoid these common mistakes:

Too many choices

When you’re ending the conversation and trying to arrange for the next steps in the sales process, don’t give the client too many choices. For example, if you’re asking the client when the best time to call to follow-up on their decision is say, “Are you free for a follow-up chat tomorrow afternoon?” instead of, “Are you free for a chat later this week or maybe next week?” The first question will force the client to say yes or no to tomorrow afternoon while the second question gives them more of an opportunity to say something generic like, “I’ll get back to you” or, “I’ll touch base with you later.”

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Making it easy

To new salespeople or wholesale distributors it may seem like making it easy for the client to close on a sale is a good thing, but it can actually work against you. When you don’t apply a slight amount of pressure on the client to make a decision, they won’t feel the need to come to one. When you are trying to close a sale make sure to emphasize how time sensitive the special deal that you’re offering is, or how badly the client’s organization needs your product as soon as possible. There’s a fine line between applying pressure and being pushy, so find it and tread carefully.

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Waiting too long

In every sales conversation there’s a time where the salesperson can naturally flow into closing the deal. If you miss this opportunity, you’ll find yourself stuck in a zone of endless conversation that may hurt the deal. The more that you talk about a product or service, the more opportunity the client has to ask questions or raise concerns about whether or not they should purchase it. Don’t let clients overthink the deal. Instead, listen closely for the break in the conversation where you can step in and close the deal.

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Relying too heavily on sales material

Sales materials are an important part of the sales process, but they shouldn’t be used during the closing part of the process. These materials are used to briefly introduce the lead to your business and pique the client’s interest in your company, but after that you need to be the sole source of information for the client. There is no way that a brochure can answer the client’s questions or talk about wiggle room in pricing. To talk about how their specific needs will be addressed, they need to work one-on-one with a salesperson. Remember, you are much more persuasive than a brochure so you should be the one who handles the closing- not a piece of paper!

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Filling the silence

Too much silence in a sales conversation can be a bad thing, but a little bit actually can go a long way. If you ask a client what issues they are having in their business that need to be addressed and they answer with, “none that I can think of” or, “I’m really not sure,” don’t jump in and suggest possible issues. Instead, stay silent for a few moments to force them to speak more and identify their problems. Sometimes using silence in this way will help progress the conversation and move you to the closing stage more quickly.

Have you ever made a mistake that cost you a sale? Share your stories in the comments below!

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Last Updated on May 23, 2021

10 Best Free Job Apps You Need For Effective Job Hunting

10 Best Free Job Apps You Need For Effective Job Hunting

Seeking for the right job but not sure how to do it in a more effective way?

Try job search apps!

To make the job hunting process easier, I’m recommending 10 best job apps that can help you look for the right match anywhere at any time. The best of all? They’re all free!

1. jobandtalent

jobandtalent

    Great for browsing new jobs as you commute home via subway, bus or carpool, the jobandtalent app is like a Pinterest for job seekers.

    Easily browse, save and revisit job postings from your smartphone and receive notifications about jobs that match your professional qualifications.

    Download it for iOS and Android.

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    2. Jobr

    jobr

      This job hunting app is unique in that it lets you anonymously browse job listings based on your professional resume. If a company that you like also shows an interest in you, the app let’s you chat directly with a company rep. Great for getting your foot in the door and making a memorable impression.

      Download it for iOS.

      3. Monster Job Search

      monster job search

        I’m a big fan of Monster. It’s one of the first job sites employers think of when they want to list a new position online. The Monster Job Search app functions pretty similarly to the normal website, so it’s very easy to use for not-so-tech-savvy job hunters.

        Download it for iOS and Android.

        4. Jobs and Career Search

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        job and career search

          This is a good, simple app for browsing global locations for your next job. With a job index of more than 50,000 jobs listed globally, this app is a good choice if you are moving to a new area and want to line a new job up quickly.

          Download it for iOS.

          5. Hyper Networking Groups

          hyper networking groups

            This job hunting app isn’t so much a job hunting app as it is a connections hunting app. It’s great for learning who’s who in your desired field and forming connections. It also shows you how you and your industry connections are connected via your social networks, so you can follow up with them on your other social sites.

            Download it for iOS.

            6. CardDrop

            CardDrop

              CardDrop is an awesome job hunting app that let’s you digitally drop and pick up virtual business cards. This app is great for helping you make new connections at seminars, interviews, meetings and conferences. You can also attach social media profiles to the cards you pick up or send to enable easier connecting on social networks.

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              Download it for Android and iOS.

              7. Job Interview Questions

              interview questions both

                Okay, so this app looks kind of outdated, but it’s super useful for getting you into the swing of answering any kind of interview question that is thrown your way. The big benefit of using this app is that it explains to you what your interviewers motivations might be for asking you a specific kind of question. Learn what your interviewer is looking for in your answers and be more prepared for the real interview when the time comes.

                Download it for Android.

                8. 101 Interview Questions and Answers

                101 both

                  This app is great because it provides guidance about the kinds of answers you should give for each kind of question. Think of it as an essay rubric but for job interview questions.

                  Download it for Android.

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                  9. Job Interview Question-Answer

                  q and a

                    Feeling confident with your text-answered interview questions but concerned about doing the face-to-face interview? This app prepares you for interacting with your interviewer by simulating an employer asking you questions.

                    You can record your response and see what you look like to the interviewer to understand what movements, vocal pauses, etc. you need to work on.

                    Download this app for iOS and Android.

                    10. HireVue

                    hirevue

                      HireVue is a great job hunting app for those times when your interviewer wants to get some preliminary questions out of the way.

                      When an interested employer wants to interview you, they send you a request via HireVue and you can answer it in your free time, when you’re ready. Your interview might consist of a some FaceTime, some multiple choice questions or open-ended text answers and can be completed and sent to the interviewer when you’re finish.

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                      Download it for Android and iOS.

                      Featured photo credit: Yura Fresh via unsplash.com

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