Not closing enough sales? Here are 8 tips on how you can change that!

By using the tips in our last blog post about cold calling, you should have booked at least one meeting with a prospect by now.

Now what? This blog post will give you tips and ideas on how to close a deal.

Pitch the solution, not the product

1. Focus on their needs

   Don’t unload all your information and sales pitch first thing and all at once. Get your prospects to talk. Have them start a conversation about their challenges and problems they want to overcome. Focus on their needs and how you can add value to their business. Pitch the solution, not the product.

2. Pricing

   Talk about pricing and budget in a later stage of the sales conversation. Chances are that you risk losing the sale if money is one of the first things you talk about. Establish and build value before the price. If you make them understand the value of what you’re are offering, price shouldn’t be an issue in the end.

3. Knowledge

   Show that you know what’s going on in their business by researching it and say things along the lines of “Right now I’m seeing a lot of similar companies that are struggling with X challenges…”. It shows that you know what’s going on, and you will gain the prospect’s trust.

   The presentation should be a dialogue, not a monologue

4. Presentation

   Don’t go more than 60-70 seconds without engaging the prospect in the sales conversation/presentation. Not engaging the prospect enough in this stage may result in them starting to lose interest. Keep in mind that the presentation should be a dialogue, not a monologue. Include feedback loops such as “Does that make sense?” to ensure they’re still in the loop and you have their interest. Be on the same page.

5. Believe in the product you’re selling

   Another thing that will definitely help you in the process is to believe in the product you’re selling. Learn it and try to apply it to yourself. This way, it is much easier to get someone else to buy it through giving concrete examples and demos.

6. Research your competition. Offer something they don’t.

   A high probability is that there are hundreds of companies just like yours. So why should your prospects choose you and your product? Because you offer something that your competitors don’t. Therefore, it is important to research your competition.

7. Handle objections

   Answer objections with questions and not justifications – ‘I appreciate you saying that. Help me understand why you’re saying that?’ Use past exeperiences as examples – “We have another client who had the same concern, and they found that XYZ and now they are one of our biggest clients.”

   Dare to say no

8. Some will, some won’t, so what? Next!

   Learn to identify prospects who are not a fit and dare to say no. Unqualified prospects will be an issue in the long run and eventually cost you more than be a value to you. Like in every type of relationship, business or other, not everyone is the right fit for you. And that’s okay. However. it does not mean you should give up at their first ‘No’ or objection.