In this week’s Sales Strategy, I’m going to share with you one of the best strategies I know to increase closing rates. It involves getting more people engaged from your organization, helping you create a true team selling environment.
So, who are those people? If you’re a seller, it could be your manager, tech support, applications engineer, or a subject matter expert. Additionally, they could also be resellers, partners, manufacturers, consultants, or industry specialists.
Embrace Team Selling to Increase Closing Rates
All of those people can be used as part of your team selling to not only help the customer feel better about the team of support that they have from you, but also encourage them to bring more people to the table. For example, you’re talking to your prime contact and say, “You know, we’ve an industrial specialist who’d really love to come in and learn more about your organization. And, in fact, my manager would also like to come in to learn more about the organization so we could build the best solution for you. Can we set up that meeting?”
They say, “Of course!” They start to feel happy, proud, and excited that they’re getting all this attention, thinking, “Oh man. There’s going to be more of them. I don’t want to be the only one on my side in the room. I better invite others!” As soon as you have those other individuals in the room, you can start expanding from there because now you can solidify relationships.
Integrate Team Selling to Your Sales Process
Our internal studies show that customers who include more of their own team in the sales process are seeing amazing gains. In fact, some of them have gone from a 40% closing rate to a 61% closing rate simply by engaging in team selling. Based on those stats, if I was in your shoes, I’d be implementing this every single time.