Whether you are involved in B2B selling or direct consumer selling, there are certain sales tools and tactics that need to be employed for any deal to close. Here is a look at 3 basic, but very important, steps to closing a sale.
SOLVE THE REAL PROBLEM
Any new prospect will have apprehensions about taking a chance on your business, product or service. It is important to show them that you are capable of handling their needs, and that you are qualified to do so, but the best way to get them to commit is to figure out what their problem is. Sometimes, the customer may not be able to identify what the problem is exactly, so you need to spend time with them and understand what is holding them back. In some cases, the prospect may need your help but may not have the budget for it. See if you can work out a solution that helps kickstart the relationship and the deal. See what the underlying objection is and tackle it.
COMMUNICATE WITH THE RIGHT PEOPLE
There is no point talking to someone who has no use for your product. Even worse, it is a waste of time talking to someone who is not connected to the problem or is not empowered to take a decision. You may be conversing with the President of the company, but the problem you are trying to address may be in the IT department. This is trickier in B2B situations, where you are dealing with an entire organization. Obtain a general understanding of the problem and then ask to be directed to the person who is most qualified to help you understand it or take a decision.
Deals are seldom signed in a meeting or two. Getting to the sale can be a long-drawn out process. Once you identify the problem and the ‘point person’ you will be dealing with, you need to further understand what objections they may have going forward, any concerns or budgeting issues, timeframes for execution, and so on. All these matters need to be addressed and hammered out before you sign the deal. In order to keep your prospect from straying, you need to communicate often and communicate in a manner that best works for them. If they have asked for a proposal, send it in a timely manner and be sure to follow up. If you had a meeting and addressed some core objections, make a note of it so that the next time you speak, you can put that first.
Salesvue helps in this regard because it helps you capture and record the information you need, as well as keep track of communications and interactions with your clients. The one-click call-logging system allows you to log sales calls, the nature of the call (face to face, email, phone conversation, etc.) so that you are better prepared. You can also use our reporting system to understand which form of communication your prospect responds best to. Salesvue can even do some of the communications for you- our automated follow-ups and customizable campaigns make sure that no lead or prospect goes untouched or falls off the radar. Plus, you can measure the success rates based on a number of factors – from the campaign, to the sales representative, the timing, the form of communication….when you know what it took to close the deal successfully in the first place, replicating that success becomes easier the next time around.