1 / 3

8 Steps to Close a Sales Deal

Make it very clear at the start that it’s going to be a closing call. Even if you had set your milestones before hand, it’s good to restate in case someone has joined in late. Visit: http://blog.wakeupsales.com/blog/8-steps-close-sales-deal/

wakeupsales
Download Presentation

8 Steps to Close a Sales Deal

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. 8 Steps to Close a Sales Deal Deal ?losu?es a?e i?po?ta?t. It’s the ?ost i?po?ta?t thi?g fo? a sales gu?. A?d ?he? it ?o?es to ?losi?g a deal o?e? pho?e, it ?a? ?e a sales gu?’s ?ight?a?e. You ha?e to ?o??e? ?ou? ?essage & ?o??i??e the othe? pa?t? ?ithout a?? ?isual ?o?ta?t. Just a telepho?e, that’s it. All you have is a few minutes. No second chance. A slight fumble or any small mistake for that matter can shut the deal in a moment. Here are a few tips that I think will work in your favour. They certainly have, for me. On the Phone Set an Outline Make it ?e?? ?lea? at the sta?t that it’s goi?g to ?e a ?losi?g call. Even if you had set your milestones before ha?d, it’s good to ?estate i? ?ase so?eo?e has joi?ed i? late. Co?t?a?? to popula? ?elief, ?ei?g so di?e?t is?’t a ?ad thi?g. As ?usi?ess p?ofessio?als ?ou should al?a?s ?e to-the-point & transparent. You’ll get ??o??ie poi?ts if ?ou ?a? defi?e ?ou? age?da fo? the ?e?t ?all i? the p?e?ious ?all itself. It’ll gi?e ?oth the pa?ties so?e ti?e to p?epa?e & ?o?eth the hou? ?ou’ll k?o? ?he?e to pi?k up f?o?. From the Resource Library of WakeUpSales | SaaS and Open Source CRM Application

  2. Introduce Everyone in the Loop This does?’t e?e? ?eed a mention. From the very beginning both parties should know whom they are talking to. At the start of a call, everyone from both sides should speak out their names, designations & what they plan to a?hie?e du?i?g the ?all. That’s a ?i?i?u?. Avoid bringing someone new into the conversation, at this stage of your negotiations. If you feel like bringing some fun to the conversation, talk about food, sports or politics. These 3 are always the safest choices to take. Keep only 2 mins for Formalities The very fi?st ?easo? of the ?all is ?losi?g a ?usi?ess. He??e, it’s ?e?e? a good idea to i??ol?e ?ou?self i? ?o?- business matters for longer than a couple of minutes. You never know the priorities of the other party. Just catch-up with the people you know. Introduce yourself to someone new & move on. Start with a Question If ?? a?? ?ha??e, ?ou’?e i? the da?k thi?ki?g a?out ?hat the ?ood is at the othe? e?d… it’s a ?ise idea to sta?t the ?o??e?satio? ?ith a ?uestio? like ?Do ?ou ha?e a?? last ?i?ute ?uestio?s?? o? ?If the?e’s a??thi?g ?et to ?e dis?ussed, ?e’?e ope? fo? it?. This will not only push the other party to start the conversation, it will also give you an idea about where the deal’s headi?g. Define the on boarding timeline If ?ou’?e p?ospe?t is ?ead? to ?ome on board, walk him through the steps of getting started. How to select the package of his need, how to pay, how to buy & implement your product/service. Talking in brief about your post-sales offerings like maintenance, support etc is also a good idea. If the p?ospe?t is?’t pla??i?g to ?o?e o? ?oa?d i??ediatel? i? a da? o? t?o, put hi? i? the pipeli?e. The?e’s still a long way to go then. From the Resource Library of WakeUpSales | SaaS and Open Source CRM Application

  3. Last Minute Hiccups E?e??o?e’s ?i?d sta?ts aski?g ?uestio?s ?efo?e he/she pa?s fo? a se??i?e. A?d ?elie?e so?e questions can be really silly & annoying. ?I do?’t thi?k ?o? is a good ti?e for it.? ?Your prices are high.? ?[Co?pa?y ABC] is offeri?g the sa?e ser?ice at a lesser price.? I do?’t ha?e to tell ?ou that ?ou ?eed to ?e ?e?? ?lea? a?out ?ou? USPs. You should also do homework on what your competitors are offering & where they stand in your comparison. Understanding the market inside-out is a must. Bottom Line St?aight to the poi?t: Do?’t offe? a?? dis?ou?t if ?ou’?e ?ot asked to o? ?ou do?’t ?eed to. Let ?ou? prospect give a figure & go from there. O? it’s ?ette? to ?uote a p?i?e ?hi?h is o? the highe? side. This gi?es ?ou so?e ?uffe?, if the p?ospe?t sta?ts negotiating. And in such cases, the only way is down. The minimum price should always be in the back of your mind. Get Started Be a?solutel? ?lea? if e?e??o?e’s o? the sa?e page. Go o?e? e?e??thi?g that ?as dis?ussed o? the ?all, o??e agai?. A?d if at the e?d of it all, the p?ospe?t is fi?all? ?ead? to take the ?e?t step… sig? the ?o?t?a?t & sta?t the on-boarding process. Do?’t hesitate to ?udge the de?isio? ?ake? o? ?ou? poi?t-of-?o?ta?t if he’s sitti?g o? the ?o?t?a?t & go?e AWOL. If you want to know about some of the most commonly used Sales Shortcuts that you should totally avoid, please read my previous article right here. Tell ?e if I’? ?issi?g so?ethi?g. I’? su?e the?e ?ight ?e loads of othe? thi?gs. I ?ould lo?e to hea? a?out all of it. From the Resource Library of WakeUpSales | SaaS and Open Source CRM Application

More Related