Sales engagement software helps inside sales teams convert more follow-ups into sales. Far too often, sales reps chase leads that they have little hope of converting into a deal. After you follow up with a prospect, either make an appointment or move on to the next qualified lead. An appointment with an exact time shows commitment from the prospect and interest in your product or service.
The textbook 7-step sales process
As your moving a lead through the sales cycle, you need to be able to recognize and react quickly to buying signals to close the deal. Here are some buying signals that will signal that the prospect is interested:. Once your prospect begins to exhibit buying signals, ask for the sale. For example, if a prospect asks you how soon she can get your product, ask her when she needs it? When you ask a question, you give the customer a little more control. She feels good because she played a role in that process.
After asking for the sale, remember to pause. Wait for the prospect to answer.
The first person who talks loses. Some sales reps get caught up in the excitement of the sale and the possible thrill of victory; they forget to listen. They may even talk themselves out of the deal by continuing to pitch. Resist this temptation and wait for the prospect to speak first. These are just a few tried-and-true inside sales tips that we like. What are your favorites? Please share your thoughts with us in the comments section below. Sometimes talking to a person is easier than reading a manual or searching on the web.
Definitive guide on building a sales process that accelerates growth.
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Unless you are an order taker meaning you don't sell things, you just take orders for things , you are going to need to close deals. After all, you have a job because your employer wants, needs, and expects you to close sales. But closing sales is tough work sometimes. Knowing a few tried and true techniques will serve you well. Just remember that very few customers actually like being sold ; instead, they like buying. That's a HUGE difference. If you are not good at getting your message across to potential buyers, you will find yourself lacking enough impact to close on deals. While not every sales rep needs to deliver visual or oral presentations, those that do had better be darn good at delivering effective and persuasive ones.
Sure, the internet continues to change the way we deliver and display information, but that does not mean you should ignore being good at delivering presentations to prospects. An earlier article referenced building relationships and this one is all about building rapport. Rapport and solid relationships go hand in hand, but they differ in a few ways. Building rapport means establishing some common ground between you and your customer while building a relationship speaks to a more long-term agreement.
If you can build rapport, get your customers to respect and to like you, building a relationship afterward becomes a whole lot easier. Talk to how much money your product can save them. In the meantime, leverage customer and product research and use that knowledge in handling objections. Check in with the buyer during your pitch - take the time to listen to them and respond with deep, thoughtful follow-up questions.
This is critical step to really understanding their business needs and ultimately closing the deal. If your pitch goes well and you have your ears open, it should feel less like a business presentation and more like a healthy conversation about their business needs.
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Every sales pitch should end with a call to action that makes sense. Never wait for the customer to make the call to action. Ask current customers that you have a healthy relationship with for referrals to other potential prospects. Referrals are more likely to complete a sale than any other method, and generally a customer who is happy with your service will be happy to spread the word.
However, remember a referral without an introduction is ice cold, so be sure to ask for a quick email introduction rather than just leaving with a name and phone number. So, keep the pitch on-message, keep it clear and you'll keep your buyer's attention.
7 Easy Inside Sales Tips to Catapult Your Closing Ratio
Ok, you're ready. A little bit of nerves are okay, but be confident because you've put real thought and effort into your sales pitch; you know your product , you know your buyer , you're ready to listen , you're solving a real problem , and you're ready for any objection. What's not to like? Subscribe here! Did you like this post?