They know when to ask for the business
Posted: Tue Dec 17, 2024 5:41 am
Closing isn’t an isolated part of the sales process, but you still need to be proactive about it. When all of your prospects’ requests have been met, it’s time to put everything on the table and ask your prospect if they’re ready to buy.
The key here is to determine exactly when those requirements have been met. It’s easier said than done, but if you can identify and act on that key point in your engagements with prospects, you’ll set yourself up to close consistently and efficiently.
They know their bottom line.
Every prospect wants to get a product for as little vp technical email lists money as possible, and every sales rep wants to sell a product with as little discount applied as possible, but both sides are happy with a figure somewhere in the middle.
However, at the end of the month or quarter, reps under stress about meeting or exceeding quota can fall into the trap of thinking they need to land as many deals as possible.
It's important to remember that at some point, the pain of arranging the deal will exceed the benefit of bringing it in. You need to know when to walk away, whether it's when a prospect is asking for an unreasonably large discount, unrealistic implementation terms, or anything else that's a net negative for your company.
They close several times during the sales process.
Closers know that you don’t just close once. Every conversation you have with a prospect should include you asking for a little close. Whether it’s asking for a second phone call, a meeting, or an introduction, you need to consider every touchpoint throughout your sales process.
They communicate clearly and concisely.
Exceptional closers understand that confusing or boring a prospect can cause a promising engagement to die on arrival. You need to keep buyers informed and interested, which starts with clear and concise communication.
Don't use too much technical jargon. Reduce what you want to say to the essentials and convey that idea in a calm, authoritative tone. Monitor conversations you've already had to understand what the prospect already knows and structure future conversations around that.
Practice pretending you're explaining the value and utility of your offering to someone without extensive experience. That skill, coupled with extensive product knowledge, will translate well when you talk to potential customers who have some degree of familiarity with your product or service.
They remain positive and professional.
As I mentioned in point eight of this list, the best closers know how to take rejection in stride – they understand that it’s built into the job. You’re going to get your share of “no’s” before you get a single “yes.” One key factor that separates great closers from their peers is positivity – they stay focused and in good spirits through adversity.
They also know not to get too excited or overly enthusiastic about difficult prospects. A sales process is a professional engagement and you should treat it as such throughout its course. No matter what a prospect does to irritate you, don't lose control of yourself.
The key here is to determine exactly when those requirements have been met. It’s easier said than done, but if you can identify and act on that key point in your engagements with prospects, you’ll set yourself up to close consistently and efficiently.
They know their bottom line.
Every prospect wants to get a product for as little vp technical email lists money as possible, and every sales rep wants to sell a product with as little discount applied as possible, but both sides are happy with a figure somewhere in the middle.
However, at the end of the month or quarter, reps under stress about meeting or exceeding quota can fall into the trap of thinking they need to land as many deals as possible.
It's important to remember that at some point, the pain of arranging the deal will exceed the benefit of bringing it in. You need to know when to walk away, whether it's when a prospect is asking for an unreasonably large discount, unrealistic implementation terms, or anything else that's a net negative for your company.
They close several times during the sales process.
Closers know that you don’t just close once. Every conversation you have with a prospect should include you asking for a little close. Whether it’s asking for a second phone call, a meeting, or an introduction, you need to consider every touchpoint throughout your sales process.
They communicate clearly and concisely.
Exceptional closers understand that confusing or boring a prospect can cause a promising engagement to die on arrival. You need to keep buyers informed and interested, which starts with clear and concise communication.
Don't use too much technical jargon. Reduce what you want to say to the essentials and convey that idea in a calm, authoritative tone. Monitor conversations you've already had to understand what the prospect already knows and structure future conversations around that.
Practice pretending you're explaining the value and utility of your offering to someone without extensive experience. That skill, coupled with extensive product knowledge, will translate well when you talk to potential customers who have some degree of familiarity with your product or service.
They remain positive and professional.
As I mentioned in point eight of this list, the best closers know how to take rejection in stride – they understand that it’s built into the job. You’re going to get your share of “no’s” before you get a single “yes.” One key factor that separates great closers from their peers is positivity – they stay focused and in good spirits through adversity.
They also know not to get too excited or overly enthusiastic about difficult prospects. A sales process is a professional engagement and you should treat it as such throughout its course. No matter what a prospect does to irritate you, don't lose control of yourself.