How do I close business without sounding cheesy or false?

No one enjoys being sold to in a “pushy” or “cheesy” manner.

Equally, no one wants to be seen as one of these types of salespeople.

How can you ensure you don’t act like what you hate experiencing yourself?

If you don’t sell in the right way, you will be at risk of:

• Damaging your reputation and having a detrimental impact on your brand.
• Your customers having buyer’s remorse and a change of heart.

Here is what you need to do:

1. Get in tune with your own emotions

2. Review previous sales conversations:

• Did you focus on what was right for you or the other person?
• Did you talk more than you listened?
• Did you try and fit your solution into what they were looking for or were you honest with yourself and realise you’re trying to fit a square peg into a round hole?

3. Be self-aware. If you’re not, other people will tell you by ignoring you.

1. Get in tune with your own emotions
2. Review previous sales conversations:
   • Did you focus on what was right for you or the other person?
   • Did you talk more than you listened?
   • Did you try and fit your solution into what they were looking for or were you honest with yourself and realise you’re trying to fit a square peg into a round hole? 
3. Be self-aware. If you’re not, other people will tell you by ignoring you.
4. Ask great questions.  Probe how they are feeling and use empathy to understand the issue or what their desired goal means to them. 
5. Summarise the conversation at the end of the call and ask them what they want to do about it next. That way you’re asking them to own it and decide what’s right for them and you won’t come across as pushy.

Sounds like your Emotional Sales Intelligence (ESI) may need some work…

TAKE THE ESI QUIZ