It’s better if you can move leads through your pipeline more quickly. But what’s the best way to do this?
The key is to evaluate your current sales process, see where the opportunities to streamline are, and implement actionable tips that keep your leads informed & hot so you can finish stronger.
Here are 7 tips on how to close your sales faster and finish stronger.
1. Get Talking
Talk to the point of contact you have the prospect’s company, but then try and talk to other people in the business as well. Of course, don’t be sneaky and don’t annoy anyone – but you can be honest and say, ‘I’m interested in getting a holistic understanding of your company’s goals and offerings, who else should I talk with to expand my knowledge?’.
This can be a reiteration of the above mentioned, but also, go deeper in understanding the industry which your prospect pertains too: research the trends, the forecasts, and competitors. Remember, you are trying to get a clearer picture of what they do, what they want to do, and why it matters.
3. Be in the Business of Solutions
You’re a solutions provider, not just a salesperson. Take a consultative approach to your interactions with your prospects. Don’t try and sell a product or service, instead, show how their business could benefit from the adoption of your solution. This means really understanding how they do business, and at times presenting solutions to problems they didn’t even know they had. People can be dubious, this is where your effective communication especially comes into play.
4. Articulation of Value
As we said, effective communication…and what does this mean? This is about presenting your value through accessible language and connecting with your prospect’s needs. These days people are less impressed by mumbo-jumbo, in fact it does the opposite. Use plain language to express your point in as few words as possible.
5. Listen and (sometimes) Respond
Objection handling can sometimes be as simple as just listening to your prospects problems, pain points and concerns. Fundamentally we are all human and sometimes just need to share our grievances and be heard. Listening and sympathising/empathising is sometimes enough. Give your prospect the assurance you have listened to and understood their needs, the affirmation that you have the solution, and a dash of excitement about what the future holds for their business if they choose you.
6. Expectation Management
Show them that you’re the real deal and ask the hard questions early on. They will respect your upfrontness as well as build trust and rapport. Do you know your budget? What is your timeline? Which result are you expecting? Use your judgement and even do this before you show them examples, offer free trials, etc.
7. Keep Some Tricks Up Your Sleeve
Don’t give away all your secrets in the first meeting. First, engage in discussion and understand their goals – if you launch straight into what you’re offering they may think you’re not focused on their success. Connect the dots for them naturally and conversationally between what they need and what you offer. Take your time to reveal just how helpful you could be for their business.
Hunt and Hawk will turn up the sales in your business. We offer a number of services to transform your team into sales superstars. Talk to us today about a free-flying class for your business – we want to take you’re sales higher than they’ve ever been before!