If you want to close more deals at your sales calls, these 7 steps will tell you how to structure them best.
1. Be realistic about closing the deal
Before you even start the call, you should be realistic about closing the deal. If this is the first contact to the prospective customer and your product is premium priced, it is very unlikely that you can close the deal without a follow-up conversation. Hence, make sure to differentiate between initial calls and calls where you really have the chance to close the deal.
2. Show an agenda
The objective of the call is to close the deal. Therefore, the structure of the process should guide you there. Make sure that you have your sales presentation ready so that you and the potential client know what’s coming next. It is very important that you determine the progress of the agenda so that there is no chance to lose focus about the central theme. To make sure that the agenda is respected, your customers must be able to get the presentation at the beginning of the call. Never underestimate the importance of visual information. Many people must see some slides to really understand what you are talking about. Plus, it will ensure that both of you follow the planned progress.
3. Plan two minutes for initial small talk
If you want to close the deal, you better make sure that your prospective client feels well-understood. Form a personal tie at the beginning of your talk. Plan about two minutes for talking about some non-business topics before getting down to business. Don’t spend too much time about personal topics, it’s still a sales call.
4. Summarize the advantages
If you want to close the deal in this call, your prospective client probably already knows enough about your business. But you should point out again which key advantages your solution brings to the client. This is your last chance to persuade doubtful people. Show that you understood the situation of your client and that your product adds value.
5. Demonstrate use cases of your clients
Too nail your prospective client, you have another great argument called existing clients. Make sure to explain how similar customers successfully use your product and how satisfied they are. Don’t be shy and mention company names. That’s your chance to convince even the last undecided decision maker. If you tell them, how other people benefited from your solution, there an additional reason to buy.
6. Talk about pricing
It’s now time to compare the costs of your product to its benefits. Don’t talk about the price as if it is something the customer must give away. Show how much value your product includes and that it clearly outperforms it costs. You customer should not have the feeling that he is paying for something. He should be convinced that he receives something much bigger than his costs.
7. Make it concrete
The last minutes of the sales call should be used to make it concrete. Don’t waste money with anxious offers. Be self-confident and make sure that this is a one-of-a-kind chance for your customer. Make an offer which he cannot resist and close the deal. Of course, it is probably necessary that your contact person has to get the internal ok for making it final. But if he agreed to buy the product, you can be sure that the likelihood of having a new customer is very high.
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