Closing deals is crucial to growing your business, here are five sales secrets from the top execs at SalesForce. If you don’t have tons of experience convincing customers to sign on the dotted line, don’t worry, there proven techniques will help.
Before you take to the phones or send out an email, make sure you consider each of the five following points to maximise your chance of sales success.
1. DO YOUR HOMEWORK
Before you reach out, have all the important details in hand and a list of questions to ask. Here are the questions our experts make sure to cover in that first call or email:
Who are the decision makers?
What is the budget?
Has the prospect used something like your product or service before?
What’s the timeline?
2. MAKE SURE THEY'RE READY TO HAVE A PURCHASE CONVERSATION
Sometimes customers are interested in learning more about your product, but aren’t ready to make a decision. Ask them upfront where they’re at in the decision making process so you know just how much effort to spend on trying to close the deal.
3. BE UP-FRONT
When you’re talk to a prospect or a customer about costs, your offerings, or what to expect, make sure to provide accurate information. Help them make well-informed decisions about your product and build trust that you will deliver what you say you can.
4. LOOK FOR SIGNALS
Do they respond to your emails? Pick up your phone calls? Are they enthusiastic? Sometimes the simplest indications of readiness are a sign for you to follow up, send a proposal, or move on to a more qualified lead.
5. ALWAYS BRING IT BACK TO THE CUSTOMER
At every opportunity, bring the conversation back to the customer. Use their industry as an example in your demo, shape meetings around what works best for their schedule and timeline, and find ways to solve their pain points in your pitch. It shows that your product or service would provide value to the customer—the ultimate clincher in closing a deal.
Use these tips to help you focus on what’s important to the customer, show the value of your product, and shift the client through your sales process.
Pick up on subtle clues during prospecting so you can track your progress and decide if the deal is worth pursuing.
Spend time on deals that are likely to convert to save time and keep your business growing.
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