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You should also focus on understanding your customer : Who they are ? What they buy ?
WHY they buy ? WHY they have chosen you ?
Acting as a Consultant helping identify Customer needs through open ended probing technique and summarising at the end with the customer whether all his/her needs have been fulfilled not only helps to close the current deal but it also helps to understand customers other needs thus a future prospect.
Building a trust worthy relationship,,, u will get a buyer in ur list
Go deep with him , let him talk , get his higher need , play a problem solver role then get the business
You should concentrate on buidling a life time customer.
Hi Dear
What i feel is apart from being of the thought of clinching the deal , i feel it is important to instill confidance to the client that WE ARE THE BEST ONE TO DO THIS JOB.
We need to focus on the intrests of the company for which we work by not underselling the product.. Rather we should stress on the quality of product you are representing as well as the after sales services in all cases.
A client should feel that he is in safe hands considering the rest of the competitions aside.
I am sure that gives results .
Regards
Francis
The most important thing to keep in mind while closing the deal is that, we should be looking to a "win win" situation and treat this deal as basis of building customer relationship, Loyal customers are a vital source of profitibility for any organization.
Gather up as much datas as possible on the customer
In first instant know your customer as deep as possible.
Sincerity and honesty in meeting the customer NEEDS not only wins an irreversible sales but also the customers loyalty for repeat business and very strong referals for other sales.
Sell a relationship
