Closing the sale is often the hardest part of the selling process for one's sales team. “According to Hubspot research, sales representatives say closing is the hardest part of their job, right after prospecting.”
There are several concrete steps one can take to formalize this process into a winning method:
- Spot the right Triggers: get notified in real-time when potential clients view your pricing plans on your website. Identify trigger moments when a customer is getting ready to engage with the sales team.
- Encourage Sales and Marketing to work together closely: 89% of decision-makers say consistent messages from sales and marketing is important.
- Automate wherever you can: 75%-85% of top salespeople value CRMs, productivity apps, email marketing, and social selling as the key factors in their success. Sales tasks like email and updates need to use automation whenever possible to free staff for engagement.
- Build a trustworthy relationship: Trust is essential in a business relationship. 51% of decision-makers rank ‘trust' as the most important attribute they seek in a salesperson.
- Always, Always Follow-up: Only 2% of sales happen at the first meeting. However, if you send more relevant emails, you've got a 25% chance to hear back.
- Be Human: Personalize your interactions with prospects. 93% of buyers are more likely to engage if a salesperson provides personalized communications. Remain human as a way to connect with customers, empathy and kindness go a long way, ‘even' in business.
- Create a Sense of Urgency: A key closing method is to create a sense of urgency in the consumer or client. Using urgency in their email subject lines increased transaction rates on sales by 16%.
- Share useful Information or News: 80% of business decision-makers prefer to get company information from a series of articles versus an advertisement.
- Use Social Proof: Let former clients do the selling for you. 84% of C-level execs and 75% of B2B buyers use social media to make purchasing decisions.
- A successful salesperson will ask questions that only have positive answers. Getting them to say “Yes” or “Yes”: By posing a “yes” or “yes” question you'll get the prospective clients thinking about the best option… not the other option…which would be “no”.
- Use sales Closing lines: 63% of all sales interactions end with the salesperson not asking for the sale! “Ask and you shall receive …”
- Ask One More Time: The secret to closing more deals is to ask again. 80% of prospects report saying “no” four times before they finally say “yes”.
Image credit: Albacross
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