Posted on Leave a comment

15 Tips for Winning a Sale!

How many times have you been so close to closing a sale but lost it in the end? I have been there many a times. But I didn’t lose the lesson. Let me sum up my learning and guide you to make a successful closing.

1. Ask for the order:

If your prospect keeps postponing the order without any real reason then they are trying to avoid you. You need to have the courage to ask them for the order and hear their real objections.

2. Qualify, Qualify, Qualify:

In the prospecting stage, we all make this mistake. In order to have as many prospects as possible in our pipeline, we try to qualify in a hurry and let some prospects into the pipeline but in reality they aren’t ready yet or do not have the need or money or both.

3. Probe, Probe, Probe:

Ask as many questions as possible during the sales process. Questions only lead you to find the real objections, find the real needs, know the budgets, get to know the decision makers and buyer’s perspective of your brand / product / company.

4. Face the objections and solve them:

Unless you face the objections and solve them you will lose it to your competitor. If there are no objections, then it means there is no need or you simply haven’t sold enough.

5. Assume you have won the order and talk about the next steps:

When you reach the closing stage in the sales process, ask them if they would need the delivery in a week or can they afford to wait for a fortnight. Would they prefer to get their people trained at their office or at your office?

6. Nurture the prospect:

Create the need if there is no need in the first place. Make them want it. Keep feeding them. Grow the relationship. Become the only face to remember for their needs.

“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs

7. Figure out the reasons why they will not buy:

Early in the Sales Process, write down the reasons the prospect may have for not doing business with you or for not buying now. Try to address those. If it’s not possible to address them, drop it and move on to the next prospect.

8. Read the buying signals:

Have you implemented this for any other customer in our Industry?

What’s the RoI?

Can you provide me a cost savings calculation with your solution Vs competitor’s or Vs current systems.

How long will it take for you to deliver?

9. Align with the buyer’s journey:

Understand what stage the buyer is in right now and align with the buyer accordingly. If you are behind, it will be an insult to the buyer and if you are ahead then it would mean you are jumping the gun and in a split second the buyer would have got his reasons to reject you. Now, the prospects do their homework online prior to calling you, the salesperson.

10. Be confident.

11. Be Persistent. This is the key.

12. Build Trust. No one wants to do business with someone who is not trustworthy.

13. Be Patient:

It’s a marathon and not a sprint. Sales is not a sprint but a marathon!!

14. Put their needs before yours.

We get it. You have monthly targets to meet. But that’s not the prospect’s problem. They are not there to solve your problems. On the contrary, you are there to solve their problems.

15. Help them buy. Don’t sell. Ever.

All of us like to buy. Don’t we? We think the product or service that we are buying is going to make us a super hero. It is going to make us look modern. Belong to a cult. Put us in the upper crest. Will help us reach our goals. Make us knowledgeable. Make our lives easier, comfortable and efficient. Now, help the prospect achieve his / her goals and help them buy.

Happy Selling!! [I hear you ask: doesn’t this contradict the 15th item above? :)]

 

 

 

 

Posted on Leave a comment

You can close more sales, if

We all want to close more sales. Right ? Let us understand what it takes to close more deals. First and foremost, I am sure you have heard this: Don’t rush the sales process. And don’t delay it as well. The right speed is what will determine the outcome. The speed that matches your prospect is the one that will help you land the deal. Customers would like to buy and don’t like to be sold.

You can close more sales, if

  1. You don’t rush the sales process
  2. You add more value during your interaction with your prospects
  3. You understand the prospects pain points and provide point solutions to resolve those pains
  4. You Align with your prospects
  5. You have built a good Pipeline of Opportunities
  6. You understand your competitors and have a strategy to counter them
  7. You act more like a Business Partner than like a vendor
  8. You are an Expert and an Authority in your domain
  9. You are willing to help your Prospects solve their problems
  10. You are putting effort in finding a solution that meets the growth demands of your prospects
  11. You keep up your commitments
  12. You can provide Customer References
  13. You can demonstrate your solution and prove that that is the best in the market
  14. You can highlight the value of your products or services
  15. You can offer a solution matching your prospects budgets
  16. You can eliminate the risks for your prospects
  17. You are enthusiastic, disciplined, courageous, entertaining
  18. You are willing to go that extra mile to match customer expectation
  19. You are helping your prospects save money, time and effort with your product or service
  20. You know how to smile from your heart and do.

Happy Selling !!