It is an inevitable fact that, salespeople face a lot of failure despite putting into a lot of efforts and time so that the sale can be closed. But something or the other lacks in their attitude, approach or behavior that does not let them win the customers over. In this regard, many theories have been developed by psychologist and consumer behaviorist which are worth consulting. But for few minutes, if we set aside those theories and work on inventing a technique that can make them gauge if their customers are getting convinced to say a yes to your offer.
The quandary which has been experienced by every salesperson at least once in his/her lifetime; is that they have to walk out a loser. People assume that if they are investing time, money and efforts to win over a customer, they would definitely be able to close the deal. But, in actuality, the otherwise happens. This is when the fear of not meeting expectations by their employees looms on their heads. Therefore, sales team must be able to identify if the customer or market which they think has a high potential, in actuality, dose it really have that high potential so as to invest time and efforts?
To begin with, it is advisable that sales persons not only make efforts to convince the customers for a purchase, but should also make sure that customers are also willing to make efforts. Or in other words, customers should get involved in the business dealing. This is a wise step because, through this a sales person would get sure that the customer is not simply digging information out of him/her and not interested in making a purchase. There are many ways through which customers can get involved for e.g. asking them to send back the filled in e-from. If they would do it, that means they hold serious interest in the deal.
Clever sales people ask customers for sharing information regarding their business. Hence, any information which is available to everyone will be revealed easily however, if the customer is not interested in dealing with you, will not surely reveal sensitive or confidential information. If the vice versa, happen, then the sales person can be sure that he has located the right customer who is not intending to simply get information and waste his/her time.
Finally, it should be comprehended that, these techniques do not have a 100% success rate. However, they are of immense help for sales people, to at least direct their efforts towards a customer who is not feigning interest but is holding actual interest in the deal. This will in the first place, boost the sales persons' confidence in their ability to bring business for the company. Secondly, it will let customers know that they cannot continue digging information out while faking interest, because they will not be successful in their intentions. It should always be remembered that sales people are the cleverest employees of an organization because they are trained to grab opportunities as soon as they seem visible.