Let’s discuss what it takes to fill that funnel and close more sales at percentage rates we’ve never closed at before. Improvements in the sales close, sales retention, and selling more to existing customers are all part of what sales professionals need right now. Continue reading to learn how to close more deals and achieve long-term loyalty from your customers.
I’ve always been a relationship-focused sales gal; I’ll build a strong relationship and then maintain that customer from that point on. When I meet a prospect, I listen and ask about their challenges and how things could be better. I remember and track all this information and keep detailed notes on the next steps. I use that information to find the right solution for them, and then I’ll present it based on what I’ve learned, including multiple references to their needs. I continue to build on the relationship while going through the sales process and after.
However, before you build these relationships, be sure to qualify your prospect by reading: getting to the decision maker.
Creating compelling narratives at the outset of a sales relationship with a prospect is crucial. Be as specific as possible; explain who the client or customer is, what role you play, and why they need you to illustrate their story. In the book Story Brand by Donald Miller, he illustrates why the salesperson or business isn’t the hero; the customer is. By putting the customer in the role of hero, you become the person who helps them be the best they can be. You make them the focal point.
Presentation structure, content organization, and delivery style all matter. Make sure your last 30 seconds have the most impact. Script your opening so you have fewer things to remember; this should include a sentence summarizing your main point or big idea. Write it down so that it leads to a question, then add the talking points with stories, examples, and case studies to enrich the story. Before closing remarks, summarize the main focus again.
Make your words count and keep your presentation down to only the most essential details. Condense your presentation to eight minutes by focusing on only the main points. Make a connection through shared narratives and share in the experience’s significance. Don’t blend in with the crowd; no one will remember you if you do. Design your sales presentation so that it can be repeated.
Pause before and after, slow enough to be understood. Read your company’s marketing materials for key words to include in your presentation; they’re usually highlighted or bolded.
People are more likely to believe what others say about your services, so be sure to include any third-party endorsements. Situation, solution, success — their problem, your solution, your product for success. Make a list of satisfied clients and ask if you can record them talking about how your company helped them or ask them to summarize their experience so you can use it in your marketing.
Include some attention-grabbing facts about your company in the closing remarks of your presentation to create impulse. For instance, you can say that 99% of Fortune 500 companies use your service.
Use an example that will stay with them; mention a competitor, or company similar to theirs, who’s had a great experience with your company. If you can’t use their name, use a generic term relevant to their industry. For example, “a New Jersey car parts company was elated when they saw how the extra coating our company uses not only protects from the hot sun but makes snow removal 70% faster, saving them significant manpower in the winter months.” That should be your last 30 seconds.
Do not close until all their questions are answered.
Assume you’ve closed the deal, and now it’s time to go over the customer’s expectations for the rollout. They need visuals, descriptions, and an overview of the training process to fully grasp its implications. If they feel safe, they will be less resistant to change and more likely to sign the agreement.
Do what you say we are going to do.
What fears or concerns does your prospect have? Understanding these will help you better present your product and reassure them that they’re making the right decisions. Ask them what needs to happen for them to take the next steps today.
Get ahead of all potential scenarios by anticipating objections or concerns and practicing a response to any issues. Ask questions but control the direction of the conversation. When buyers ask a question, it’s a buying sign; they wouldn’t ask if they weren’t interested.
Buying cycles aren’t always the same as selling cycles. Prospects might not have a pressing need for the products or services you offer until six to twelve months down the road. If they are saying no right now because of a contract or some other issue, ask when the best time to speak again would be. Get those details and keep in contact with them. When it comes time to make a purchase, they will remember you and what you said. Determine how much time is needed before it’s time to buy, and review everything with them once again before leaving.
When you follow up, call and ask for a time to speak, review, and answer any questions; offer two or three options for a date and time. Then start the process over again. When you master the art of retaining customers for future purchases, you’ll never lose a sale. For more sales tips read How to Make More Sales, Fill Your Funnel and Make More Sales and How to Qualify Your Prospect. Subscribe for more business, sales and investing posts. Have a lovely day.
