When I’m working with salespeople and listening to their calls, I find that so many sales reps are great at every step of the sales process except for closing. Why? Because they just forget to ask. Knowing that, here’s a three step process that you can use and coach your team on to make sure everybody asks for the sale every single time.
Start by summarizing. At the end of the sales process where you’ve handled all the objections and questions, you’re presented your pricing and terms, and the client has come to an agreement with you, summarize your understanding. Make sure that the client hears you say something like, “From what I understand, A, B, C, & D are important to you.”
Then ask a question to confirm the information you gave to the client. Have I got that right? Does that make sense to you? Are you on board with that? You must ask some question that gets the client to say yes.
Once the client has said yes, you can ask an easy question. Shall we go ahead? Can I write that up for you? Are you ready to take delivery tomorrow? When should we schedule in your training? This should be a natural question that would come up at the end of your confirmation.
So remember to summarize, confirm, and then ask.
[bctt tweet=”If you do this at every sales opportunity, you will increase your rate of closing.” username=”EngageColleen”]
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2 responses to “The Weakest Part of the Sales Cycle | Sales Strategies”
When you are dealing with A Scurity Systems Integrator and you know that other bidders will be providing quotes, how do you trial close and then eventually close.
Obvioulsy, when youpresnet proposal, they are not ready to commit.
Any ideas to help my team?
If the Systems integrator is presenting without you, you might try presenting them with a draft proposal first so that the client knows revisions can be made. I would also train my integrators to ask trail close questions that will help them understand how serious the buyer is about moving forward, and what show stoppers they might have in picking your solution.