In order to close more sales, try changing the way your conversations are going during your sales calls with the steps below.
Generating and nurturing leads is important to any sales organization. However, it will get you nowhere if you don’t know how to close the sale at the end of the day. In order to close more sales and bring in revenue, try changing the way your conversations are going during your sales calls with the steps below so you can close more sales.
Being aggressive was a tactic used in the good ol’ days of selling because it worked. But it doesn’t work now. In order to close more sales, you’re going to have to switch your style. Be personable instead of aggressive. Don’t be pushy and don’t pressure the client. Forcefulness won’t help you close more sales. Clients are far more likely to purchase from you if they genuinely like you. Having real conversations with clients, being honest, and being open can help you close more sales.
Asking questions can allow you to get great insight into your clients that can make closing the deal easier. When you ask questions, you’ll be able to know exactly where they are in the buying cycle, what their needs are, what solutions they’re looking for, and whether or not they’re actually going to buy from you. With the right questions, you’ll be able to see how committed the prospect is. So many sales people waste too much time on prospects who are just leading them on without the intention of buying. When you realize this ahead of time, you can put your efforts towards warmer leads so you can close more sales.
It seems simple, doesn’t it? Yet listening seems to be a difficult task for a lot of sales people. They’re used to being on, being the centre of attention during meetings, and needing to convince the client to purchase by talking. However, listening can be the most important step to being able to close more sales. Listening allows you to gain insight about your prospects needs and shows the client how attentive and caring you are, which is the start to building a real connection.
Just like all the conversations you’re having with prospects and all the content you’re providing them, your pitch should be tailored. Don’t use the same pitch for every single client. Why? Even though your products or services aren’t changing, your client’s needs are. And it’s the client’s needs that you should be focusing on during your pitch, not your offering. So before any sales call, make sure you’re adjusting your sales pitch to ensure it discusses solutions that can solve whatever problem your client might have.
Never ever leave a sales call without solidifying the next step in the process. Leaving it up to the client or being vague in your next step will make it very difficult for you to close the deal. Instead, be straightforward and specific about what you’re going to do next and make sure your client agrees to it—that means agreeing on a specific date, time, and place. It’s a simple way to close more sales.
Once a sale has closed, some sales people assume their job is done and move on to other prospects. However, you can close more sales if you follow up after the initial sale. You can try to either cross sell or up sell at this point, or you can simply follow up on the delivery and implementation of your product or service in order to build a long-lasting relationship with your client so you can close more sales in the future.
Now that you know all the steps that will help you close more sales, write them down in a systematic guide known as a sales process and follow it for each prospect so you get consistently high results.
Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.