Finding ways to close more sales may seem like a daunting task for a lot of representatives, especially in industries with longer sales cycles than others. But don’t despair! We here at P2P know a thing or two about closing and would love to share that knowledge with you. Read on to discover some of our best practices and our hottest tips on how you can close more sales.
1. Start by Establishing a 30/60/90 Plan
“He who fails to plan is planning to fail.” This saying, commonly attributed to Winston Churchill, is especially true when it comes to sales. So often reps are guilty of jumping in without any kind of short- or long-term plans, which is why we recommend the 30/60/90-day approach to close more sales.
What is the 30/60/90-day approach, you may ask? It’s when you separate your goals by timeline. What goals can be accomplished in 30 days? What goals can be accomplished in 60 days? And so on.
Here are some examples of sales-specific 30/60/90-day goals to help you close more sales:
30 Day Goals (Build Understanding):
- Develop knowledge about your products, features, and account types.
- Gain proficiency in the necessary tools and software.
- Introduce yourself to key clients and prospects.
60 Day Goals (Apply Your Understanding):
- Conduct an audit of your accounts – what do they currently use, what could they use, are they at risk of churn, etc.
- Meet with operations team to learn about current projects, updates, and new releases.
- Meet with marketing to ensure your goals and theirs are in alignment.
90 Day Goals (Optimize Your Processes):
- Prospect 10-15 new leads.
- Gain 3 new accounts.
- Get 10 existing customers to each make a second purchase.
2. Know Your Customers Like the Back of Your Hand
Knowing is half the battle, especially when it comes to your customers. In order to sell to them effectively, you’re going to have to know who they are. What do they care about? What challenges do they face each and every day?
After all, no one wants to be sold a solution that doesn’t fit their needs. So be sure you review – or in some cases create – buyer personas to help you target the right leads with the right product. This kind of targeting will help you establish a prospecting strategy and, ultimately, help you close more sales.
3. Simplify Your Selling Language
After you’ve learned everything you can about the products you’re selling, it can be tempting to show off your knowledge with a lot of technical jargon. Know your audience, and when in doubt, avoid this. Instead, keep it simple. If you’re going to discuss a specific feature or function, talk about how it solves a particular problem. Or how other customers have benefitted from it in the past.
4. Don’t Be Afraid to Dig Up (and Address) Prospect’s Pain Points
One of the fastest ways to lose a lead is to push. No one reacts well to salespeople who are constantly in their face insisting that they’re using an inferior product. So…how can you inspire leads to switch? Simple – by asking questions that reveal their current pain points.
- “Would you mind telling me more about your current solution?”
- “Are you satisfied with its performance this year?”
- “Is there anything you’re looking to improve about your solution?”
Questions like these are designed to draw out honest responses from leads and give you an idea about what they’re struggling with. No pushing needed. Once they answer, and you’ve identified a potential pain point, dig even deeper!
Use questions like:
- “Tell me more about that…”
- “Give me an example…”
- “How long has [insert issue] been an issue?”
- “What kind of trouble has that caused you?”
And allow the lead to answer at length! Oftentimes, your contact will begin to question whether or not they have the right solution. Not only does this keep your lead engaged in the conversation, but it also increases the likelihood that they’ll purchase from you. Why? Because you didn’t start with a hard and fast pitch. You showed genuine interest in solving their problems. That kind of authenticity will help you close more sales.
5. Follow Up, Follow Up, Follow Up
It takes an average of 5-8 touches to turn a prospect into a viable lead, and then several more to convert a lead into a paying customer. And yet, over 48% of salespeople never attempt follow-up calls! Many give up after just one follow-up. This is a great way to miss out on a whole lot of revenue.
But we get it – consistently following up with a lead can get tiresome. So, we recommend the following tactics to help you close more sales:
- Automating your initial follow-ups. Many CRMs allow you to pre-plan email follow-ups and send them at scheduled times. Doing this will save you valuable bandwidth and easily keep track of how/when you followed up with your prospects.
- Making your follow-ups unique. This is a tip specifically for e-mail follow-ups. While you should test what kind of follow-up gets the best response, it’s always a good rule of thumb to make your follow-ups as unique as possible. Catch their eye with a specific offer, a fun fact, a pop culture reference, a GIF – anything to help set you apart from the competition.
- Set a time limit. Following up with prospects is important. But the process shouldn’t continue forever. So, establish a stopping point for yourself. If they haven’t responded within your specified time limit, give yourself permission to stop and focus on other, more viable, leads.
This will help you keep your offering at the top of your prospect’s minds and, when practiced consistently, will result in more sales.
Get More Expert Advice with P2P
At P2P, we have over 100 years of experience selling in the telecommunications industry. We bring the power of industry leaders to the hands of service providers just like you. And we’d love to learn more about your business and how we can supercharge your sales.
P2P – Make Our Experts, Yours!