Scarcity is a great motivator. Make sure that you offer a limited period, after that the price goes up / you have limited spaces and there is other customers waiting.
About 1% of the population may fall for that patter, but if you try that technique with most people you will never get a sale.
Here are some things that you need to do, and the reasons you need to do them.
1.
Make an appointment to see the decision maker. If you are presenting to the decision maker, they cannot turn round at the end of the pitch and say, ive got to speak to my business partner, or my wife/husband/son etc.
2
Dress smart. Self explanatory.
3.
Be friendly and smile. This will help to break down the "im here to sell you something barrier".
4.
Get some common ground. For example, find out what they like to do when they are not at work, if they like going to the cinema, or sky diving talk about this. This will help you make friends with the potential customer. People buy from people they like, if they like you, you have more chance of closing the sale.
5
Ask open questions, not closed questions. This will help the conversation flow, there is nothing worse than watching a salesperson ask 20 or 30 closed questions, when they could have asked 2 or 3 open ones. Here is an example. Have you been on holiday this year? Closed question. Where have you been on holiday this year? Open question.
6.
Fully qualify the customers needs. If you have qualified the customer correctly then you should know what is important to them, and what they are looking for. This will also help you overcome objections later when you ask for the business.
7.
Take some time to demonstrate the product. People will not buy if they do not understand what they are buying. You will also create more obligation with the customer, the more time you spend on the demo.
8.
Sell the benefits. Dont try to rush to the close. Explain the benefits of the product you are selling, and by purchasing this product why the customer is going to benefit.
9.
Ask for the business. As mentioned earlier, a lot of salespeople to do not close a sale because they do not ask for the business.
10.
Shut up. As also metioned earlier. When the customer has made the decision to buy, stop talking about the product. They have made the decision to buy so your job is done. All as you need to say is ok great I will get the paperwork, or the order book etc. Get them to sign the paperwork or the order. When they have signed you can talk about anything else in the world apart from the product. If they ask you a direct question about the product then by all means answer it, but this very rarely happens if you have done your job correctly.
11.
Thank them for their business as you leave. This will let them know that you value their custom, which is a big part of customer service. If a customer feels that you dont give too hoots about their business they will take it elsewhere.
This is just scratching the surface of a sales pitch, there is loads more you can add to it, but if you follow these rules you wont go far wrong.
