The client is across the table, the proofs have been looked over, and it’s time to discover whether you’ll be making a $1,000 dollar or a $2,000 dollar sale.

No matter how good (or bad) you are at closing, here are 3 timeless tactics every salesperson knows. Keep them in mind and you’ll have bigger average sales.

1. K.I.S.S.

Everyone knows that this stands for “keep it simple, stupid”, yet for some reason we forget it when it is time to offer our customer’s options. If you’ve ever walked into a frame store, you know the first thing you do is to pick out 3 or 4 samples you might like, put them on the table, then choose one of them. No one can look at a 100 frames and know which one is best.

So do the same for your customers. Offer products in 3′s: “good, better and best.” “Small, medium and large.” “Black, white or brown.” If they want more options, then you can pull out the catalog.

2. Don’t tell me – show me.

We’re visual animals. Don’t ask your client if they want an 11×14″ or a 24×30″ portrait print. Have three sizes of the same print on the wall in front of them and ask which one they prefer. Have three sample albums so they can feel the difference in quality. Let your product speak for itself.

3. People don’t buy 1/4″ drill bits – they buy 1/4″ holes.

Don’t focus on features – focus on the benefits your products and services provide. For example, instead of telling customers that photo book pages can be coated for an extra fee, ask them if they’d like the pages protected against moisture and fingerprints. Instead of saying “I can be at your wedding for 4 hours or for 8 hours,” ask the bride “do you want me to capture the ceremony only, or would you like a record of the excitement of the entire day?”

Remember, you’re not selling pieces of paper – you’re selling captured memories.

Do you have any additional tips you’d like to share? Leave them in the comments below.

Tags: selling

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