6 must know reasons why do we need a Business Consultant?
Is either you are out of idea or no idea, both are equally crucial for the health of your company. Many businesses do not know how to bring their business towards a greater height and do not know the importance and needs of Business Planning. Many failed to plan and ultimately led to declination and exit from the industry.A business consultant can help in developing a concise business plan which could give you a clearer direction on your future endeavors.
As we are living on a rapidly changing environment and we do not and cannot see the future. The emerge of Information Technology has help many businesses to prosper, nevertheless, many could not follow the pace of the ever-changing marketplace. Consumer buying behavior have been changed since the emergent of IT. Hence, to survive in this rapidly changing environment, it requires entrepreneur to possess related knowledge and the right people to move forward. This could mean additional or a higher cost in resources and manpower for its business.Therefore, an alternative way is to outsource its project and/or tasks to someone who has the experience and resources to do the job.
This could also mean that neither the entrepreneur nor their staff have the relevant knowledge to handle the task. Sometimes the project came too sudden and were lack of sufficient time for them to attend courses for a knowledge, thus due to urgency of the project, appointing the right business consultant to handle the project is the best solution.
Like point 3 above, every new project requires people with the knowledge for implementation. Without the right knowledge and people, chances of failures will be higher than someone who has the relevant experiences. If failures occurred, precious time are wasted, cost of manpower and overheads will also increase. Thus,in many cases, outsourcing its project to an expert is a better strategy.
In School, we seek help from classmate and we ask questions from teacher when we need. Nevertheless, in business, sometimes we have no one to ask or could seek help. Many entrepreneurs failed due to lacking of experiences, uncertain on its business future, no good strategies, no mentor or teacher, no business idea and no self-motivation and most importantly, no one to get genuine advice. Bear in mind that every business has problem(s), have weaknesses and have rooms for improvement. Knowing the health of your business is crucial and knowing how to deal with the problem is more important. Hence, it is good to have a health check for any businesses regardless of its size.
This is the most exciting element among the rest! Ninety-five percentile businesses failed due to insufficient income and forced to end the business. In fact, all business people aware that, but it still happens and it’s a fact that many could not generate enough revenue due to lacking of strategies, management skills, sales and marketing and even financial management skills. Besides, many failed because they could not see their own problem, their weaknesses and unsure on where to focus on its business. Therefore, seeking help from someone who can provide the right advice is one crucial step for any growing business.
How to Improve Revenue for your Business
For businesses who depends on salespeople to generate income for the company, increase the number of salespeople is one effective way to increase your revenue. Some company are reluctant to do so because overheads will also be increased and that does not guarantee sales to improve. Many failed in recruitment and staff retention rates are low. This will increase the recruitment costing and consuming the profit of the company. This is their biggest worry and that has made many business owners reluctant to take the risk. Bear in mind that no one can tell you when your current sales people leave your company. There is no contract or even if it has, that does not guarantee they will stay here forever. Be realistic on the fact, invest on recruitment and training new salespeople and is all about numbers, the more salesperson, the more sales you will have.
If your customer is engaging your service or purchase your product once a month, think of some sales promotion and/or sales gimmicks to make them come back more times than before. This will increase your sales due to their visits.
This could mean to sell a different products/services to your existing customers. Some businesses do that by selling their customer an upgraded products/services. Some may introduce a different product or services. It is all about making more sales from the same customers. Sometimes, is a good idea to introduce vouchers and/or some discounts for existing customers as it will become your return customer.
Understand what your customer need and want. Introduce new services or products can attract and trigger their buying urge. Your existing customer is the best customer as they have gained the user experience and is cheaper and easier to sell them anything from your company.
This can be done both to existing and new customers. Assuming customer has good experience in your product/services, and the positive experience will make them accept the increment of pricing. New customer may base on other positive user experiences and willing to pay a higher price for your product/services.
To many businesses, this is the most practical way to increase sales. The next question is always- How? Regardless you are online or offline businesses, drawing traffic to your business is the most important element before you can even think of deal. Do not surprise that some traditional marketing still works till today. Be smart and keep an open mind, welcome any suggestion and try out different marketing methods.
This is one of the most effective ways. It is not how much you can make;it’s how you can save it. Cutting unnecessary cost, reducing the cost of products/services or to ask a better cut from your suppliers, are all important things need to be done.
How to motivate your Employee
Provide a clear direction of career prospect for individual staff
Provide guidance on how to achieve their goals, achieve their promotion criteria
Analyze and share with them on their job description, their weaknesses on which area they need to improve and how
Set a concise rewards and punishment policies which are align to Headquarter or Key Performance Indicator’s standard
Remember to praise them when they achieved their goals and demerit them if they have done something wrong; but make sure they are briefed and accepted willingly for their mistakes;
Allow your employees to make decision on some processors or matters. With their involvement, productivity and performance will increase.
Give authority and empower your employees on some responsibilities, which they are familiar. Do not limit their potential in growing.
Involve employees on general problem solving sessions, as it will achieve a sense of belonging and a good way to train critical thinking skills.
Create a desirable workplace for your people, by ensuring work/life balance. Help your people to make time for their families.
Leaders can provide their people an extra break, a two hours lunch for a week, a day or a month; a paid day off, a three days weekend off, time off for small accomplishments and give a week off and someone to do his or her work.
Organize a movie session, a short trip nationally, a sport event, a karaoke session, a lunch gathering or barbecue session.
Leaders must constantly review its reward and incentives, as the shifting perception of people changes every time.
Continuous training for each employee are vitally important, as they require training to gain knowledge and climb the corporate ladder.
Give special assignments to your people and praise them if they have accomplished the tasks or ask your employee to help you with an important or challenging project.
Appoint the employee to hold a special position, such as a HOD in something, a trainer, a council member or an in charge of some important projects, event or institution.
Pay membership dues for a professional organization for your employees.
Encourage employees to work on a diploma, a degree or higher degree. Allow them to select and attend the courses of their choice.
Create individual development plans for each employee, matching the skills they want to learn with the development opportunities available, including potential career advancement.
Organize company function or convention to award best employees as a token appreciation.
One of the best motivating thing one person can do for another is to listen.
How to motivate yourself
Motivation drives a person regardless of gender, occupation or position. This happens on our daily lives in any industry. It enhanced both development and productivity of an organization. Everyone needs motivation to accomplish tasks, assignments and responsibilities. Researchers have concluded that motivated employees produce a better productivity then those who are less motivated. Hence, motivation is a crucial element in management and any organization in the world.
Goal setting is important in motivation. It drives and push forward individual when they face stress and obstacles. Setting goals for yourself is an important element towards success. You should start developing a yearly goal on what you wish to achieve at year end. As one entire year is a longer period compares to monthly or weekly, thus the goals should be something tangible and need a longer time to achieve. These could consist of: a promotion, an amount of saving, some special assignments which will lead to incentives and or recognitions, to buy a car, a house or a dream income or remuneration package. The goal shall be then break down into monthly targets and follow by weekly. For example: If you are expecting a saving of 20k by end of the year, then the simple calculation of each month target should bring you the figure- Estimated 1.7k per month saving. This amounts should exclude your fixed expenses or other miscellaneous costs. If you are aiming for a promotion, then it should be in responsibilities or task accomplishment which will lead you to a promotion. However, you must be clear on how to achieve the standard of promotion, which are indicated on your appointment letter or promotion criteria. You can also find out from the key performance indicator of your roles and responsibilities and you should also consult your immediate superior for the above. As for big ticket items, such as a car or a house as your year ends target; you should understand your ability and the reality of achieving it, and do not set a target which is too far or a mission which is impossible to achieve. Knowing how much you are making a month and set both attainable and reasonable target for the year. You may consult with your superior and discuss on the target you wish to achieve before making unnecessary mistakes.
After you have set a possible goal, the next element is a calendar which indicate your personal target and total amount which include your fixed expenses; if it is about an income or money concerned. As mentioned on the above goal setting, if your target is to save 1.7k a month, fixed expenses at 1.3k, then you should indicate your expected income to be at least 3k minimum. Usually, some successful leaders will set a much higher target then 3k a month, since they duly understand they need more flexible allowances in case of any unforeseen circumstances ahead.
Thus, the target is sometimes double the amount of 3k. Besides, a good personal plan should also include a contingency plan or a back-up plan every month. The plan should consist of questions like: why are you so certain that you will achieve your goals? What if it fails? What makes you think that your contingency plan will work? What makes you so confident? What do you think you should do to minimize the failures? Why do you say that? The above are some samples of common questions you must not neglect. The more you ask yourself, the better the results. All good plan should come with brainstorming, discussion and analysis; before finalization and implementation.
The meaning of self-talk is when someone is doing a self analysis on their own progress. This can be done daily, usually at the end of the day, weekly, half yearly and annually. The reasons are to detect problems and to understand how is the progress of your plan, whether you met the target or how far you are away from your target. What are the obstacles you have encountered and how you dealt with it? What have you learned or gain from the process and can you have better alternatives on handling the concerns you have encounter. This is one of the best way to improve your plan, own abilities in achieving goals and ultimately, self motivation. At the initial stage, inexperience personnel should consult their leaders while conducting self analysis as to avoid unnecessary wrong judgement. As Self talk requires a strong self discipline, thus you should always remind yourself by indicating it on your daily notes. Make it a daily routine for doing the analysis and you will find yourself a different person in months ahead.
One of the best way to gain self motivation is to mix with positive people. They can be colleagues, friends, relatives or even customers. This happens when you feel a little down due to some negative reasons. You need not have to tell your negative thoughts, in fact, you can ask related questions in clearing your doubts. For instance, if your sales are bad which causes you negative, then you may like to ask questions like: why your sales are doing so well, can I learn from you? Or you may ask them why your plan isn’t work? If your concern is about manpower issues, you can give examples by not revealing the name of the actual person. Beware of telling them your negative thoughts as sometimes, they would not like to share, especially to negative people. Thus, it requires you to know ‘how to ask.’ However, If you are consulting your superior, you need not have to hide your feeling towards negativity, as your superior will do their best to solving your problems.
Sharing of positive things with others is also a good way to gain self motivation. The more you share positive ideas or things to others, the more positive you will. Do understand that positive is the basic elements of motivation. Without positive thoughts, one will not be motivated. Hence, share as many as positive things, such as success stories of other colleagues, friends, your superior, your boss, your past tremendous results and etc., with your people, your colleagues and other stakeholders in the company.
Due to the rapid changing business environment, it requires organization to possess sufficient knowledge in order to strive for success. To do so, upgrading and continuous education for its people is mandatory. Further education for staff is also a good way to gain motivation as they can learn new knowledge that will helps in their work. Thus, continuous learning has becoming a need for all individuals of any organization in the world. Education can vary from a workshop, seminars, training, academic qualifications, regardless formal or informal. Leaders should also encourage individuals to read some motivational books, listen to related audio and video.
To drive yourself forward, you must reward yourself for all achievement, regardless it is small or significant. This encouragement is important as it reminds our progress and building confident of ourselves.
Beside setting yourself target on income, promotion, assignments or to buy some big-ticket items; you can also purchase a new car or a house, as these will give you a higher commitment and creates a powerful driver for your target.
This is a crucial stage after you have implement and completed your plan. One important step you wish to know when conducting the evaluation- breakdown your progress and study every detail of your tasks or work. How related is your work towards achieving your goal for the week, month or year? If you have spent too much ‘idleness’ time on each day, then you will probably unable to achieve your given target. Many sales people or leaders do not know how to utilize time effectively and wasted much on unnecessary task and personal things. This is a big threat to anyone which will result in low productivity and poor performances.
The word “opening” can be defined as “approaching” in the selling or sales perspectives. It is crucial for every salesperson to prepare them before facing their customer. There are many concerns need to be addressed before entering a sales presentation or demonstration. Sales researchers believe that image, manners, attitudes, confident and information gathered, are all important elements, as it will affect the impression of customers towards the salesperson. Salmon (2006) in his book ‘super networking for sales PROS,’ indicates that smiling, having strong eye contacts, and to extend their hand before customer; will create a positive, friendly and professional image or impression for customer. Schiffman (2005) shows us that every salesperson must treat everyday a fresh day, every sales appointment as fresh as every morning when they look polished, confident and sharp. Besides, to look impeccable; fingernails, hair, shoes and clothing are also crucial thoughts to be addressed. All these could create an impression of their status as an intelligent and organized professional for their prospect. Futrell (2008) points out that the first impression is a critical to success and it is centered on the image projected by appearance and attitudes. Besides, carefully plan what to say and how to say is also an important element for approaching, a salesperson should have enough “role-play” or practice with their superior, make sure it looks good before actual approach (Futrell, 2008). Plan and review important question before meeting the prospect is one of the vitally important elements need to be addressed. Because it is an “unfamiliar” prospect, a well-structured preparation will definitely put a salesperson in a better position. Researcher believes that three-quarters of a salesperson’s time must be invested in the work before presentation, make sure the prospect is the right person to make decision, qualify the prospect to ensure they are able to pay and make sure they are ready and desire to purchase the products/services and not in future. Finally, let them aware that the salesperson is expecting to close the sales after a formal presentation. Do not rush for presentation if the salesperson is unprepared, a good salesperson should always verify the information they have collected/gathered, make sure it is real and accurate. These feedbacks will later provide the salesperson make an accurate formal recommendation (Schiffman, 2005).
Step one – Salesperson must be familiar with the products/services they provide and how it benefits the customer;
Step two – They must know their market well, know their competitors’ products/services and must differential and make comparison. They must know their strengths and weaknesses;
Step three – They should role play on answering the questions on why customer buy their services/products and not their competitors. Ensure that the answers are convincing enough by the presenter;
Step four – Salesperson must be able to answer the reason why customer buy their services/products even it is not the cheapest price compare to its competitors;
Step five – A good salesperson would prepare them by doing the right pre-meeting research. These will allow a better understanding on the prospect before the meeting.
Step six – The salesperson should plan the flow on what to ask, to predict what and why that answers, and how to react. These could control the flow of that conversation.
Step seven – Predict what will happen at the end of the meeting, on what will be the next step strategy (Schiffman, 2009, pp 29-31).
Therefore, to find out the needs and identifying customers’ problems, a good salesperson should learn how to be a good listener or a ‘listening salesperson’, by asking appropriate and related questions which will directly and/or indirectly lead to the products/services you sell. Reading the customer’s mind, observing their facial reaction, body reactions and listening to them, are all-important elements towards critical skills for every salesperson to know and master. Whereas, for a ‘talking’ salesperson, they will not be able to know or understand much about their customers’ needs and problems, and insufficient information and clues, will create unnecessary objection and/or hindrances during the next stage – Sales Presentation Process. The followings are some basic points on listening skills:
- Body language. Good salespeople should be able to understand their customers by watching their facial reaction for examples impatient, tired, and interested or when customer feels excited about their presentation.
- Showing interest and alertness. Eye contacts, leaning forward, taking notes, are ways to tell customers that the salesperson is interested and listening to their problems.
- Eliminate Distractions. Good salespeople should not bring in their personal problems into their presentation; they should clear their mind before meeting customer.
- Delay interpretation. Too often, some salespeople without understand much about the customers’ problems or needs; simply jump to conclusion and try to close the sale. They should put themselves in the customers’ shoes, how well they know about the products/services and how they perceived it, before conclusion.
- Put aside personal opinion. Do not argue with customer on some unrelated topic during the needs and problems finding stages. Sharing ideas will be a good way to know customer better, most important message is the products/services suits the customers’ needs and problems.
- Avoid Expectations. Avoid assumption that customers will be interested on the product/services or force-fit what customer is saying into some preconceived product/services. A good salesperson will always find out the ‘actual’ needs and problems from their prospect and make appropriate recommendations.
- Check your understanding. Some salespeople may misunderstand what their customers’ needs and problems. They should reconfirm by clarifying with their customers. Hence, listen perfectly does not mean understand perfectly.
- Boost your memory. Take important notes during finding stage, especially to a new salesperson. These could help them to recall what have been identified earlier (Farber, 2006, pp 119 – 123).
Before entering sales presentation, a salesperson should qualify their prospect by determining whether the customer has a ‘need’ on the product or service he/she sell, and well understanding on who is the competitors and where is the marketplace (Johnston and Marshall, 2009, pp 48 – 49).
Manning and Reece (2007) mentioned that one should spend more time and efforts on a potential customer and they should establish criteria to qualify their prospect. These include: identifying their needs on the products/services, whether there is a ‘real’ needs to satisfy their desire. Find out if the prospect has the authority to make decision and obtaining their credit information to determine whether it is affordable (Manning and Reece, 2007, pp 218 – 219).
Futrell (2002) believes that fully and in-dept understanding of their customers’ needs will put a salesperson in a better position which will help its customer more efficiently and effectively toward achieving his/her organisational strategic goal (Futrell, 2008, pp 257). He also determines customer buying motives and capturing their interest on the product and services are the critical elements on the qualifying stage (Futrell, 2008, pp 265-266).
Tracy (2007) strongly believes that top salespeople besides possess a desire to achieve goals; they should have a high level of empathy and understanding towards their customers. Ask appropriate questions and listen intently to the answers. Genuine caring and assisting of their customer enable the salesperson to penetrate inside the mind and heart so as to understand their situation and needs.
Another ways to identifying the needs and problems are to ask questions: what is the problem customers encountered, why customer needs the products/services, in what areas and why? Basing on their answers, immediately develop a solution with the salesperson’s expertise. Salespeople can think of the value of their company’s products/services; the resources, facilities, advantages, strengths…etc, which are possible to solve their problems/needs. Do a ‘self-analysis’ fast to response their needs/problems and make sure it stands out from their competitors (Salmon, 2006, pp 83-87).
Mayer and Greenberg (2008) make the points that a good salesman must have at least two basic qualities: empathy and ego drive. They define empathy as: through the process of interaction between customer and salesman, salesperson must be able to sense what customer is feeling, adjust and re-act according to their customers’ needs and problems. As for ego drive, a good salesperson should possess a ‘must make the sales’ attitude, and strongly believes that their customers will help to achieve its goals. Mayer and Greenberg wrote, ‘the salesman’s empathy, coupled with his intense ego drive, enables him to home in on the target effectively and make the sale. He has the drive, the need to make the sale, and his empathy gives him the connecting tool with which to do it’ (Mayer and Greenberg, 2008, pp 46-48, Harvard Business Review).
According to Hopkins, a good salesperson has a strong believe in the product/service he sells and possess strong passion, feel proud about his profession as it is a ‘helping profession.’ He believes that sales job is in fact, helping people acquire products/services that meet their needs (Hopkins, 2010, pp 68-71).
Another ways to find out the needs and identifying problems are to ask open questions; question which cannot be answered either yes or no. Ask questions which will lead to a longer responses. The following examples are some questions that will lead to longer responses:
- What type of work do you perform?
- Who uses the equipments/services?
- What values do you expect from this product/service?
- Why do you need this product/service?
Therefore, the biggest benefit to use open questions is that it gets the customer talking. Through the process, needs and problems shall be identified. These enable salespeople to read/understand customers’ thoughts and needs better (Jolles, 2009, pp 86-90).
Hopkins also points out twelve pointers on question techniques which a professional salesperson should master; never talk too fast, too much, and ask appropriate questions. Learn to listen twice as much as talking, and the followings are some of the pointers on question techniques:
- As questions to gain and control the conversation. Questions must be built on one after another in order for customer to follow the lead.
- Ask questions on broad areas, then follow by narrowing the area; pinpoint the exact item on the product/service offered.
- Ask leading questions that lead to the answer – ‘yes’, it will be ugly for customers to say ‘no’ when its time to make final decision.
- Ask questions that will arouse customers’ emotions towards purchasing urge.
- Ask questions that lead to isolating objections. These may minimize objections arise at the end of presentation or closing stage.
- Ask questions to answer objections, even is an advantage to the customer; trust shall be achieved from customers.
- Ask questions and give answers that will benefit customer on the product/service they purchased.
- Ask questions to acknowledge a fact. Let them say it or tell you the answers to the question; they will believe it.
- Remember to check on the customer whether they follow, understand or agreed with the answers provided and make sure it is still in the selling sequence.
- Ask questions that involve the customers in ownership decisions about the offering.
- Ask questions to help customers rationalise their desire; lead them to make decisions.
- Ask questions that close them on the purchase. A good salesperson will ask questions that could fill-up the order form and questions that relates directly to the closing stage of presentation.
Besides the above, Hopkins also wrote that, asking ‘closed questions,’ are effective selling techniques in selling process. He mentioned that ‘closed questions are aimed at getting a specific answer.’ Jolles wrote in her book, “Customer centered selling.” Both authors believe that asking closed questions would expect simple yes or no, and/or very short answers which allow the presenter to move the process forward. Selling is in fact, the art of asking the right questions to minor yeses that allow salesperson to lead their customer to a major decision. Whereas, a ‘tie-down’ question is a question in which salesperson has already know the answers, it’s a way to lead customers throughout the selling process (Hopkins, 2005, pp 32-41).
In order to strengthen the demonstration, salesperson need to make use of communication tools, such as word pictures, stories, humor, charts, models, samples, gifts, catalogs, brochures, ads, maps, visual and audio aids and illustrations; testimonials; make use of IT to give a powerful demonstration; how to create good handouts; how to write effective proposals; and develop solutions for all the issues. According to Johnston and Marshall (2009), there are five common mistakes salesperson always encounter: salespeople like to run down their competitors; they tend to be too aggressive and abrasive; insufficient knowledge of its competitors’ products and services; insufficient knowledge of the client’s business or organization and delivering poor presentations. Researchers proposed a ‘pre-demonstration,’ which will prepare salesperson before the actual demonstration: the process must be as brief and simple as possible; role play or rehearse the presentation/demonstration with colleagues; know and emphasize the product’s selling points; predict what will go wrong, or develop a back-up solution as contingency (Schiffman, 2009; Jobber and Lancaster, 2009). While conducting the demonstration, make sure it is concise and interesting, and demonstrate how the product or service able to satisfy the needs of customer. Do not leave the customer until they are fully understand and satisfied with the demonstration. Summarize the main points by re-emphasizing the ‘purchasing benefits’ rather than sales benefits (Jobber and Lancaster, 2009).
Some researchers believe that a good salesperson should ‘plan for objections,’ it should consider not only the reasons customer should buy, but also why they should not buy. These have to be done with a role play or rehearsal, and develop solutions towards the objections. It is better to discuss and answered the objections before arise during the actual demonstration. Discuss the disadvantages; come out solutions for the objections. It is best to answer every objection, and not postpone it as it may cause negative mental reaction from customer, such as: the customer might feel that the salesperson is trying to hide something; or do not know the answer of the objection; or the salesperson not interested in the customer’s opinion. A good salesperson should be positive when responding to an objection, provide a positive and professional image, by responding in a friendly, smiling and respectfully manner. Be a good listener, by listening to the prospect’s view, even it is mistake or negative information. Do not cut or interrupt their conversation, as this may cause irritation and unprofessionalism. Salesperson need to understand the reasons of objection, whether it is to request for more information, a condition, a genuine or false reasoning. There are six major categories of objections most salesperson will encounter: the hidden objection, the stalling objection, the no-need objection, the money objection, the product objection and the source objection. Followings are the definitions of the six major objections:
- The hidden objection: those who ask unimportant, trivial or hide their feeling from the presenter, reluctant to reveal the true objection or feeling. Salesperson need to develop skills by carefully ask related questions which will lead to the actual objection, such as: ‘what causes you to say that?’ ‘What would it take to convince you?’ ‘Tell me what’s really in your mind?’
- The stalling objection: buyer tends to give stalling objection by saying that they have no place to put the demonstrated products. Salesperson should solve this objection by having an analysis and share with them how it would benefit them.
- The no-need objection: these may include a hidden or stalling objection, thus, salesperson should resurrect their presentation by asking questions, such as: You are not interested now or forever? If you are not interested, then who should I talk to who would be interested?
- The money objection: There are many forms of financial objection, such as: I have no money, I don’t have that much money, it costs too much, or your price is too high, etc. Salesperson should show the prospect those who believe the price is right and have purchased the product and explain to them how the ‘value’ exceeds the ‘price.’
- The product objection: Some prospects worried that the product will not do what the salesperson says it will do, or that the product is not worth what it price. Thus, the use of a guarantee, testimonial, independent research results, and demonstrations may counter the product objection.
- The source objection: This occurs when prospects are satisfied with its current supplier or salesperson. Thus, good salespersons should follow-up or call the prospect routinely over a period, as it takes times to break the barrier.
Once the after the meeting and solves the objections, salesperson could try to ask the following questions, to ascertain the objections have been accepted and solved, and before it move to the trial close and closing stage:
- That’s the answers you are looking for, isn’t it?
- Now that’s settled entirely, isn’t it?
- That solves your problem, doesn’t it?
After the salesperson has finished the presentation/demonstration, the prospect’s response to the trial close indicates that all objections have been solved, and then the next step is to close the sales. Oppositely, if the salesperson cannot overcome an objection, then it is advisable to move back to the presentation, identify their objection and solve their objection (Futrell, 2008; Richardson, 1990). Schiffman (2009) believes by using “closing tricks” on the closing stage will work for some people, such as leaving the product to the prospect for a week to try out, and expecting the sales later. Tracy (2007) mentioned that the best closing techniques are “The Ascending Close,” which asks questions that lead to a “Yes” answers. These must be done at the beginning, and through the presentation that incorporate the benefits of the product or services. The prospect will often be completely convinced of the goodness and value of it. He also proposes “The Invitational Close,” by offering the prospect to ‘give it a try,’ and this usually sounds an easier decision to make, than to buy. Hopkins (2005) suggests to “Recognize buying signs,” by verbal and visual; prospect usually talk or ask questions that would happen if they owned the offering, or sometimes they will simply start making agreeable sounds. A smile, or when prospects’ eyes start to light up, or start twinkling, was also an important buying sign. Hopkins stressed that do not change the tone, manner, or the pace at which the salesperson speak when they go into the closing sequence.