Want to close more deals? This is sales rep advice
Closing is so crucial (but shouldn’t be difficult) for any sales rep
Close-in is crucial and any sales rep should be able to do it without too much difficulty. However, what’s the best way to close a deal? What’s the question you need to ask in order to seal the agreement?
Your sales should have the right tool which is to build the buying persona first. This will help identify their needs and wants.
From there, you can develop a strategy on how to close the deal. It’s important that you are aware of their buying process and when is the best time to make your offer. Customers are not approaching the sale the same way. Some are very analytical and need a lot of information before they make a purchase. Others are more emotional and might buy based on their gut feeling.
Understanding their persona will help you develop the right strategy on how to close the deal. When you know what is important to them, it’s easier to find the right words to influence their decision.
Asking the right questions will be different for each person and business. You have to make sure that you are soon identifying the right decision maker. Once you have, it’s time to ask the question that will get them to close the deal.
What question works best for you?
There’s no one-size-fits-all answer for this question, as each sales situation is different. However, there are a few general tips that can help you close more deals.
When should sales reps ask open-ended questions?
For some reason, they don’t know how often they need to be asked these questions. Obviously, open-ended questions are important during the entire purchasing cycle. Open-ended questions are also important when the client says something like, “I’m not sure. Can you tell me more about that?” or “Can you give me an example?”
These questions help to get the client talking, so you can understand their needs and wants. Sales reps should also ask open-ended questions after they’ve presented their product or service. Open-ended is always increasing the risk as some decision-makers appreciate that you offer a detailed process. Open-ended questions can have negative consequences. Some decision-maker can be also looking to understand your ethics committee… Well, then you should make sure that your sales rep are transparent if you don’t have one. Remember the best answer could be asking more questions.
Make sure they understand the value of the transaction. It’s important to make sure that the pricing negotiation won’t last too long.
When deals require legal or tax advice, make sure that this is set a prerequisite in your common sales cycle. Some companies might not have enough knowledge on the sales cycle and be afraid to ask for the sale legal aspects. The legal step of the sales process could become your own major red flags. If this is a key element, make sure that they have a good idea to move forward quickly.
Why don’t they sign the contract? Is that enough time to make a decision?
Signing a contract is often a complex decision for large companies as they need to align numerous stars: a budget, an project authority, a timeline, and a roadmap. Budget is often the main issue. Sales reps should be prepared to answer critical questions about their product or service.
Remember that price is not the only factor that decision-makers consider when making a purchase. They also need to make sure that the product or service meets their needs and fits into their budget.
Sure your prospect is interested by your solution – are you talking with the right stakeholder? Is you contact a trusted advisor in the company? Will this trusted advisor share pain points? Companies are often sharing NDA ‘s, non-disclosure agreements, which could prevent you from getting to the right decision-maker.
How to close the sales process?
We have a roadmap of steps for closing the deal. Get the prospect to talk more, and dig deeper. Potential customers are looking for an answer to their business problem. You should be ready for with a follow-up questions script. Don’t rush to quick to the budget question. However, your sales rep should present with transparency the cost of building the solution with you. Most salespeople will be looking for an assumptive close.
The real close – it’s money on your bank account… delivering benefits and focus on the prospects’ priorities is the best way to build a trusted dialogue and discover major reg flags. Never forget that your sales rep could need some automation to facilitate business repetitions.
Get personal, most people hate sales pitches. So, get to know about their family. What is their favorite food? Favorite drink? What’s their favorite hobby? Golf anyone?These personal questions help to build trust and make the sale much easier.
Never tell a prospect that previous solution s….ck. The conversation should be joyful, professional and make sure your sales are recording everything into your CRM with contact reports. Instead, make them talk bout the last time they made a purchasing solution like yours.
As the COVID19 pandemic is changing the behavior of your sales, you will find that virtual close is now widely accepted. Confident signing my require a physical meeting. The closing conversation is sometimes seen as a management success for large companies so the sales process could turn into a party, a sales honeymoon at least until you start delivering, building the solution.
How do you approach customers’ closing process?
Get your customer talking more and dig deeper. When you understand their persona, you can develop the right strategy on how to close the deal. Ask the right questions that will get them to close the deal.
A potential customer will be looking for an answer to their business problem. You should be ready with a follow-up question script. Don’t rush to quick to the budget question. However, your sales rep should present with transparency the cost of building the solution with you. Most salespeople will be looking for an assumptive close.
Decision-making process will require some new steps, like getting the final approval from other stakeholders.
Why a CRM is a must have for closing deals?
CRM are used to record all customer interactions, including the contact information, the date and time of the interaction, the details of the interaction, and any follow-up actions that are required. A CRM can help you keep track of all your leads and customers, as well as all your interactions with them. This will help you to better understand your customers and their needs and facilitate purchasing decisions.
Is there any reason, if we gave you the product at this price, you wouldn’t do business with our company? “ This right here is the ultimate soft-close sales closing question.
Sales people appreciate those tools are they will present negative consequences and attract more business.