Time is money, and never is that more true than it is in sales. The good news is that there are often easy things you can do to make deals come in more quickly. Today, Salesbuzz’ter proposes to you an article from Sales Hacker that answers the famous question “How to close more deals?”.
Lots of founders come to me for advice on big deals that they’re trying to close.
A lot of times they describe how they met with a buyer from a huge corporation, demoed their products, answered all initial questions, and seem to be getting some good buying signals.
They just finished their first really good initial meetings and then send follow-up emails to schedule the next face-to-face—and now they enter uncharted territory.
Is this deal really realistic?
What do I need to do next to make this happen?
Are they really interested or just being nice to us?
How long will this take?
When and how should I follow up? Should I wait until they get back to me or be proactive? If so how much?
At that point, I ask them if they took the chance to actually have the potential customer describe to them in detail what it will take for them to become a customer. Most salespeople don’t.1And that’s the problem.
The solution to this is something I call the “virtual close.”
This sales tactic will help you accomplish these objectives:
Figure out the roadmap of all the steps its going to take to close the deal
Discover major red flags and issues that will slow the deal down or prevent it from happening
Guide your prospects or their internal champion—someone within a prospect’s company that’s on board but needs to convince others—through all the steps he or she will have to take to make the deal happen
Make your prospect imagine and visualize a future where he or she has become a customer of your product or service
Uncover whether there is no real buying intent
How? Simply ask this question:
“Dear potential customer. Now that you know what we do and we answered all your questions, it seems to me that we are a perfect fit. What are all the steps we have to take to help make this happen?
Then shut up and listen.
If the prospect says something to the effect of:
“Well, not sure…” or “Well, we wouldn’t buy before 2023 since we are locked in the current contract…”
You’re in trouble. This means there is no real buying intent. Move on with life.
In all other cases, you have to put on your investigative hat and actually keep following up with questions until you both reach a point where a deal can happen.
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