I'm Stephen Craine from the website Sales-Training-Sales-Tips.com

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Close the Deal Now With a Time Bound Motivator

What sales technique is there that will influence the customer to give you the order today?

It’s a question I’m often asked when talking to sales people and small business owners that sell their own products and services.

They do a great sales presentation. They know how to use features and sell on the product's benefits. They have effective sales closing skills, and they are selling good products and services. But still the prospects just won’t give that last bit of commitment and agree the sale.

This happens in lots of different markets. It’s common in car sales and forecourt selling. In pharmaceutical sales and medical markets. Right through the sales B2B spectrum, and it is even more prevalent in direct sales.

So how do you overcome that final obstacle to your sale and get the customer let you close the deal now.

Add a time bound motivator to close the deal now.

To close the deal now, add a time limit to your sales proposal. It can be a benefit that is on offer for a limited time.

A service or product that is only available until a certain date.

Or, a change that will come in at a certain time that will mean the buyer will not get the deal that you are offering now. A good example of this sales technique is the recent changes to VAT (Purchase Tax) made by the British Government.

They set a date when the tax would increase so many sales operations advertised and pitched that to buy now would save the customer money because the price would go up when the tax was increased.

I saw an advert on TV by a furniture company that was selling as a benefit, that they would pay the tax. ie They were giving a discount of the same amount as the tax. That’s not a very good marketing campaign. Where's the motivation that will influence the customer to buy now.

It’s crazy, and it plays right into the hands of their competitors. Sure, the customers will think: what a nice company, they are going to pay the tax increase for me, but there is no sense of urgency. Their competitors marketing campaigns focused on getting the customers to take action now.

Scarcity is a great sales motivator, but often time is better.

You can use similar techniques that are based on limited supply of a certain product as the reason why the prospect should buy from you now. The problem with that technique is that you are expecting the customer to work out when the limited number will run out.

If they panic and buy now that’s great. What if they can’t decide how quick the limited supply will last. I much prefer to give a definite time limited motivator.

If you pitch for a sale, and the customer wants to think about it, make sure you have a time limited motivator that will force a decision by a certain time. Even if you don’t get the sale you at least have a decision and you can move on to the next prospect.

Learn more about time limited motivators and add this important sales technique to your pitch.

If the customer has no reason to make a decision they will often procrastinate. They will put off the decision because then they can’t make a mistake. This is a great technique for many corporate buyers. Don’t make a decision and you don’t make mistakes.

So add a time-bound element to your sales offer and give a really good reason for the time element being there. You will close more sales and save yourself a lot of time on prospects that will not buy from you anyway.

See more free sales training on using time bound motivators by opening Influencing customers with time. But be quick the page is only available for the next 24 hours.

The Sales Buzz is published by the website www.provensalestraining.com

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