The Pareto Effect

Sales Hint One

When somebody you’re talking to is maintaining eye contact with you and watching you closely, it’s a certain sign of engagement. If they’re interested in your talk, they’re also interested in your solution. Touching an elbow, on the other hand, is likely to just be an itch.

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The Pareto Effect

Sales Hint Two

Trial closes are used to withdraw objections, test intent and potentially move a step closer to closing. Assuming a customer has already made a decision to buy and asking them details about this assumed decision is not a recommended approach.

Close

The Complete Guide to Closing a Deal

Sealing new business is the central goal of sales. A team can be responsive, efficient and creative, but if they don’t get people to sign on the line they are failing.

There are seven vital steps in the process of turning an unknown prospect into a new customer. Falling at even one of these will likely cost a sale.

Start Your Journey

Lead Generation

The first stage of any sales journey is recognising and capitalising on potential customers. While many of the techniques involved in generating leads have been in use for as long as sales has been a concept, professionals are now able to do more. Performance can be monitored and improvements can be made with supporting evidence.

  • Exploiting any available information is crucial to maintaining an efficient lead generation process. Everything from the people you contact and channels you use, to determining the quantity and quality of your leads should be analysed and improved.

Learn how to get the best ROI from your lead generation:

  • Identify source quality

  • Locate decision makers

  • Control lead volume

  • Business Targeting

  • Utilise media & social

  • Locations targeting

Use the information available to you to make your lead generation more effective.

Cold Calling

All lead generation efforts build up to a first conversation and more often than not a cold call is the first point of genuine contact. First impression matter, so any sales person conducting these calls needs to be suitably prepared. That means knowing the right questions to ask, the important details to note and the important people to speak to.

  • Cold calling takes a considerable amount of time and work. By giving sales professionals the support they require, it can become a much more efficient process. Establishing a structure and going into calls prepared, will result in a much better success rate.

Remember the goal of a cold call - to book a further meeting. Don’t try to do too much too soon.

Meeting Preparation

Once a meeting is arranged, the need for and interest in your product has already been identified. This is the point where business is won or lost, so it’s important to be prepared.

  • The time before a meeting should be used to learn as much about your prospective client as possible. The fine details on needs and objectives, even industry news, can be used to inform your execution and shape your delivery. By combining this knowledge with an agenda and other supporting materials, each meeting can be approached with confidence.

Set the date in your diary and get to work organising yourself. Build a check-list of key points.

The objectives and requirements of a client are just as important as your own.

Meeting Execution

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of decisions are based on emotion including likes, dislikes and wants. Are you targeting this during your sales meetings?

  • Regardless of prior research and any scripted lines, on the day of a meeting it comes down to a one time performance. It’s not just a case of taking along your materials and walking through them, slowly breaking any ice that wasn’t broken during the cold call. A client meeting needs to determine what comes next and ensure each party leaves with a clear picture.

    The execution of a sales meeting should be slick and well-rehearsed, but also open to discussion. The goal may be different each time, but these initial meetings and your performance in them are inherent to sealing new business.

The best meetings are discussions. Be organised but open to debate.

The Proposal

The Proposal

When invited to send a proposal, you have already secured a place among the final contenders. It’s time to position yourself as the only option. As proposals can be used to demonstrate the full extent of your understanding and expertise, they should be used to their full affect. You’re asking for commitment, for attention and time, so put some in yourself.

  • Effective proposals don’t just disclose proposed terms, they educate and persuade potential customers. Discover how to meet expectations and get the most from your proposals.

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Answer

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A proposal is your chance to turn questions and nods into handshakes.

The Pitch

Despite every communication that has occurred up to this point, a pitch is a new meeting with a new, clear purpose – sealing new business.

Without self-assurance, presenting your brand, your product and your personalised solution can be daunting. It doesn’t need to be. The information you have acquired and your skillset gives you all the tools you need. Discover how to build the structure and mind-set to make each pitch a winning one.

Move away from the connotations of a pitch, or at least throw with more accuracy.

Closing

Test your knowledge

1. Which of the below is a common nonverbal buying signal?

Correct
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2. Which of the following is an example of a trial close?

Correct
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Many approaches have been mooted and plenty of techniques attempted, but whether a sale moves quickly or is drawn out, it has to be closed. Being an effective closer is the single most valuable skill that a sales professional can have. Knowing the buying signs to look for and the correct moments to pounce can determine whether a deal is struck. There are many logical, effective methods to approach the endgame of a sale, are you using them?

Know when to close or you risk talking yourself out of a deal.