ABC... Always be closing! There is no more accurate statement in the world of Sales. The truth is, for every person you ask, there will be a different recipe to close. It’s all about finding what works for you. However, no matter the method, there are some key elements that every closer must know. Read on with your sales team!
Qualify Your Target
First and foremost, you need to make sure you are targeting something worth your time. Do they have a need or use for your product/service? Will it improve their bottom line or provide some sort of benefit? Can they afford it? Is this the right point of contact? Knowing your target helps you understand how you can provide value.
Know Your Product
This may seem to be the most obvious step, however, it is the most overlooked. There is nothing worse on a sales call than silence. You should know your product/services like the back of your hand. You should know the strengths or selling points, but equally as important are it’s limitations. A confident, informed salesperson gives the prospective client peace of mind and allows you to take down their wall of concerns.
Study Your Competition
The odds are, your prospective client is already using someone else's products or service. You need to understand the areas where the competitor may fall short and where you can shine! Knowing the pain points your prospective client may have will help you create a more targeted approach and will up your chances of success.
Follow-Up
You’ve heard it time and time again, 80% of sales happen after the fifth follow-up… So, why are you giving up? This isn’t to say the “bang on your door” approach is the way to go. However, people get busy, so it's important to keep your name top of mind. A tactful follow-up email will do the trick. Finally, you must be available. When you hear back, you should be in touch within minutes, not days. Even if it’s after hours, answer it. This could be your first chance at building their trust in your dedication!
Ask for the Sale
Seems like a no-brainer, doesn’t it? You would actually be surprised at the number of people who don’t simply ask for the sale. Yes, it may be awkward, but if you don’t ask, you can’t win. At the very least, you will learn any additional concerns they may have.
With these tips in mind, your sales team should have a great opportunity to close more sales through lead qualification, follow-up and asking for the sale. Try implementing these into your sales strategy and watch it take off!
