What do businesses need to be successful? The answer is a lot of different things. However, one thing which never changes is a large volume of sales. If the company doesn’t shift its products or services, it limits its ability to make money. Sure, there are other ways to turn over cash flow, but they are not as lucrative. This might be a problem if you can’t close a deal.
Although a salesperson who struggles closing sounds odd, you are in good company. According to recent stats, up to 44% of people give in after a single follow up and the deal is closed. If you want to in the 56%, here’s what you need to do to be a closer.
Smooth Out Leads
There is a reason almost two-fifths of salespeople give up after the first try: hassle. Following leads is a lot of work, and some people don’t have the time or energy. This might appear to be a cop-out, but it sheds light on the lead generation process. Let’s face it; some are worth it, and others are not. You want the sales leads which have a better chance of converting a potential customer. To do that, consider cutting out the people who show no interest in the product.
Instead, focus your efforts on the people who need or want to do business. Also, buying leads is a neat and effective trick as the people sort out the wheat from the chaff beforehand.
Work On Your Pitch
The idea that a smooth-talking charmer could sell a ketchup Popsicle to a woman in white gloves (Tommy Boy movie reference) doesn't have much merit in reality. In truth, you won’t make a sale to a person who has their guard up and their mind closed. Still, these people are few and far between because most consumers are in the market to make a purchase. But, they will make you do all the hard work, which is where your pitch comes into play. The trick is to tailor it to the individual. That way, you can use certain phrases or facts that will stimulate their brain. For instance, safety conscious people want security features while geeks want facts and figures. Also, don’t forget about your final closing statement. Rather than a declaration, make it a question. Then, they have to weigh up the pros and cons and formulate an answer.
Create A Sense Of Urgency
If you didn’t know already, high street and online stores make money by forcing a customer’s hand. They know, and now so do you, that people are less likely to buy an item if they have time to think. Why? As a study by Raj Raghunathan and Szu-Chi Huang shows, people make emotional decisions. In their findings, they concluded that emotions win “in all areas” of consumer habits. Therefore, when a customer has less time to make a decision, they rely on their feelings instead of logic. In most cases, this is to the benefit of the seller and not the buyer. As such, time limits and deadlines are important tactics in closing a deal.
How Do I Close Leads More Effectively?
I've sold dozens of products and services over the years, but over the past decade it has often times been social media marketing or digital advertising consulting services. So when I get inquiries about consulting and marketing services, I like to respond with a personal and detailed note. Even if it's early in the game I'll take a look at their website, social media, SEO strategy and provide them up front with some specific insights and areas I can assist them with. This shows them that I took the time to actually assess their business (surprisingly rare these days) and that I know what I'm talking about. It's an automatic boost in legitimacy and often times leads are ready for a phone call or face to face meeting to convert them into clients (and hopefully after that a source of testimonials and referrals). The sales cycle continues!
Work On Your Pitch
The idea that a smooth-talking charmer could sell a ketchup Popsicle to a woman in white gloves (Tommy Boy movie reference) doesn't have much merit in reality. In truth, you won’t make a sale to a person who has their guard up and their mind closed. Still, these people are few and far between because most consumers are in the market to make a purchase. But, they will make you do all the hard work, which is where your pitch comes into play. The trick is to tailor it to the individual. That way, you can use certain phrases or facts that will stimulate their brain. For instance, safety conscious people want security features while geeks want facts and figures. Also, don’t forget about your final closing statement. Rather than a declaration, make it a question. Then, they have to weigh up the pros and cons and formulate an answer.
Create A Sense Of Urgency
If you didn’t know already, high street and online stores make money by forcing a customer’s hand. They know, and now so do you, that people are less likely to buy an item if they have time to think. Why? As a study by Raj Raghunathan and Szu-Chi Huang shows, people make emotional decisions. In their findings, they concluded that emotions win “in all areas” of consumer habits. Therefore, when a customer has less time to make a decision, they rely on their feelings instead of logic. In most cases, this is to the benefit of the seller and not the buyer. As such, time limits and deadlines are important tactics in closing a deal.
How Do I Close Leads More Effectively?
I've sold dozens of products and services over the years, but over the past decade it has often times been social media marketing or digital advertising consulting services. So when I get inquiries about consulting and marketing services, I like to respond with a personal and detailed note. Even if it's early in the game I'll take a look at their website, social media, SEO strategy and provide them up front with some specific insights and areas I can assist them with. This shows them that I took the time to actually assess their business (surprisingly rare these days) and that I know what I'm talking about. It's an automatic boost in legitimacy and often times leads are ready for a phone call or face to face meeting to convert them into clients (and hopefully after that a source of testimonials and referrals). The sales cycle continues!
Stronger Sales
Ultimately, there is more to closing a deal than these aforementioned tips. Selling is a science and a practice like everything else. But, if you use the above to your advantage, your skills and the results will improve.
And to use another business movie reference (Glengary Glen Ross this time), remember your ABC's: Always Be Closing! The leads aren't weak, you're weak! Time to get strong and close the deal. Earn that coffee by wheeling and dealing directly!
I hope you enjoyed this article about how to become a consistent closer as a sales professional. Now get out and close the deal!
Interested in more articles about growing your sales and leads?
Read My Blog Posts:
- Here's The Definition & Implementation Of Growth Hacking
- How To Improve Your Struggling Business Website
More Bootstrap Business Blog Below
Ultimately, there is more to closing a deal than these aforementioned tips. Selling is a science and a practice like everything else. But, if you use the above to your advantage, your skills and the results will improve.
And to use another business movie reference (Glengary Glen Ross this time), remember your ABC's: Always Be Closing! The leads aren't weak, you're weak! Time to get strong and close the deal. Earn that coffee by wheeling and dealing directly!
I hope you enjoyed this article about how to become a consistent closer as a sales professional. Now get out and close the deal!
Interested in more articles about growing your sales and leads?
Read My Blog Posts:
- Here's The Definition & Implementation Of Growth Hacking
- How To Improve Your Struggling Business Website
More Bootstrap Business Blog Below
