Focus On The Customer: The Only Secret To Closing

People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer.

Focus on the customer goes far beyond the words coming out of your mouth. Your focus directly affects your body language, your tone, and your message. These are three of the key factors that customers use to determine if they like you and if your product can solve their problem.

Focusing on your customer means that you are actively listening and that you personally care about the customer. These things cannot be faked. You must truly want to listen and you must truly care about helping the customer. That is the only secret to closing the sale.

Body language will show you are focused on your customer. Your customers detect your body language even if they are not aware of it. There is no 'secret' way to ensure that you have effective body language. When you are engaged in a conversation with a customer and you remain focused, it can be nothing but positive body language.

The same is true for your tone of voice. If you are listening with the intent to understand, instead of listening with the intent to respond, then that amount of personal attention will reflect in the tone of your voice. The tone of your voice, like your body language, plays a role in how well someone receives your message.

The content of your message will naturally be in-line with what the customer would like to hear if you focus on the customer and nothing else. When you are in-sync with the customer, then the customer will guide the conversation all the way to the commitment to buy.

Here are eight ways to ensure you are focusing on your customer:

1. Relax.

2. Find out something personal about your customer.

3. Call them by their first name often.

4. Find out WHY they are interested in your product and refer back to that reason often.

5. Listen to understand the meaning of what it is they are saying.

6. If you catch yourself formulating a response before they finish talking, this means that you are not listening.

7. Look your customer in the eye.

8. Get your mind right. Why do YOU want to help this customer? If the answer is just to make the sale, then start here.

You need to care about the customer personally and care about solving their problem before you can ask them to buy from you. Many salespeople are well intentioned but lose focus of their customer somewhere during their conversation. It is this ability to maintain your focus that will not only differentiate you from your competition; it will win you more sales.

To join Tom Richard's weekly ezine, Sales Muscle; click on https://app.quicksizzle.com/survey.aspx?sfi d=7796 and you can visit his website at http://www.tomrichard.com

---

Why Sales People Are Creating Their Own Objections

I'm about to reveal the biggest secret to growing any... Read More

Secrets That Lead To Failure In Sales

Let's be realistic nobody really wants to be labeled a... Read More

Do You Fold Like A Taco?

Have you ever eaten a soft taco? The shell isn't... Read More

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with... Read More

Survival On The Road! A Resource For The On The Road Sales Professional

It makes no difference if you are a Saleswomen, a... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!

Yes, it's true. Saying "No" is a great way of... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of... Read More

7 Quick and Easy Ways To Multiply Your Sales

There are always some great, fast and easy ways to... Read More

Customers Do Not Know How To Ask Good Questions ? That Is Your Job

Customers will ask you a question and you'll proceed to... Read More

10 Ways To Improve Your Sales

1. Determine your current situation. How are you currently positioned... Read More

3 Ways To Overcome Pricing Challenges

How many times have you had a customer say to... Read More

Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

Sales marketing online is an art that you must keep... Read More

A Revolutionary NEW Dimension in Sales

A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More

How To Write A Killer Sales Letter

I sit down and look at my notebook. Then, I... Read More

How Do You Use Your Sales Commissions?

What do you do when you have a big sales... Read More

How To Attract Buyers Using The Right Sales Terminology

It is always important that you use the right terms... Read More

Sales Skills for the Non Sales Professional

Have you ever wondered how in the heck you're going... Read More

You Dont Need Health Insurance!

Seems almost every situation in our lives is centered on... Read More

Growing Sales Through Creating Connections

Your mission as a business owner is to develop a... Read More

Three Fast, Short, Simple Ways to Escalate Your Sales

1. Sell an inexpensive product to sell an expensive product.... Read More

4 Easy Ways to Boost Your Sales

Here are 4 easy ways you can boost your sales... Read More

How to Sell to the Devils Advocate

There is a car commercial running were a husband is... Read More

Sell Yourself, As Well As Your Product

When selling a product to a consumer, one of the... Read More

How to Make Training and Development a Power Agent for Change

Does this sound familiar? With high expectations, you sent your... Read More

5 Steps to Selling Anything Technical

One of the most difficult things we deal with as... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought... Read More

Sales Discipline: Five Steps To Recover From A Lost Sale

Ever lost a sale? Of course you have, we all... Read More

5 Ways to Increase Business Sales by Contacting Your Existing Customers

One of the best ways to increase your sales and... Read More

In Sales You Get What You Expect

If your mind is set, you will be unable to... Read More

Putting Benefits Before Features

Having spent so many years in retail, I always enjoy... Read More

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent... Read More

The Myth of the Natural Born Sales Wonder

When I researched the field of using personality inventories to... Read More