These five easy ways to close more sales can be the starting point for earning more business.
If there were a button that could be purchased to help sales people close more sales, the button manufacturer would soon be out of stock. Yet there are many easy ways for sales people to improve closing ratios. Sales people only need to know how to develop these solutions to start closing more sales. These five easy ways to close more sales can be the starting point for earning more business.
Selling a product or service does work, but selling a solution works even better to close more sales. Sales prospects want to be heard and want to be understood, and if the conversation is being pulled towards features and benefits the sales prospect will not feel that his or her needs are being met. However, if the conversation is based on finding solutions to problems that the prospect has, the prospect will be more receptive and more likely to see the value in what you are selling, helping you close more sales.
Lengthening sales cycles can have a negative impact on your ability to close more sales. Although there are often valid reasons for following a longer sales cycle, there are many cases where the longer cycle is not beneficial for you or for the prospect. To close more sales, shorten the sales cycle wherever possible by creating urgency for the prospect. Recognize that urgency does not need to involve a hard sell; simply pointing out the benefits of adopting an offering sooner may be enough to shorten the cycle and help you close more sales.
Sales people frequently lose opportunities to close more sales because they are pursuing prospects who are actually only leads. Opportunities to close more sales are also lost when the real high value prospects are overlooked and too much time is spent on prospects who are not as qualified. The sales person who is losing these opportunities may be just as busy as the sales person who is able to close more sales, but will not be as productive. Make sure that you thoroughly qualify all of your prospects at the earliest opening and dedicate the greatest amount of time to the prospects who are not only able but likely to help you close more sales and reach more meaningful numbers.
You know when to use certain marketing materials, when to change your selling approach, and when to introduce client testimonials. But these are not the only resources at your disposal that can help you close more sales. You can close even more sales if you are leveraging your referral network to generate more leads and more personalized testimonials that can make a true difference in your ability to influence your prospects. Your resource base also includes your prospects, so don’t neglect to ask prospects for leads and referrals when the right opportunity presents itself.
Chances are very good that you are not the only sales professional contacting your prospect with an offer. Even if a prospect is not entertaining proposals from vendors in your industry, representatives from other industries are surely pursuing the same leads. This can be overwhelming for a prospect, especially if he or she is beginning to feel pressured despite assurances to you that the buying cycle is moving ahead. Pay close attention to your prospects to understand when, where, and how you should be keeping in touch to keep a deal moving forward without losing an opportunity to close more sales.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.