Closing a sale is a result of building good relationship with your prospect and nurturing them. Any experienced sales reps can prove that fact. In the sales process, our goal is to know if there’s an opportunity and get the commitment of the prospect.
When qualifying a lead, forget about having a manipulative closing technique. Telemarketing works best if your goal is to seek for a long-term relationships with your prospects and ongoing growth opportunity instead of just closing a sale.
Here are some techniques on how to increase your close ratio to improve your sales.
Plan for a close on every call.
Every sale requires interaction and commitment from the customer. Understand what the prospect’s situation is like in the sales cycle, whether they would like to commit now or will keep your information available whenever the need arise. It may help you get a clear idea for your next step and plan how you can possibly close a sale. Learn more about the The Do’s and Don’ts of Telesales.
Earn the right to close a sale.
What you do and how you close a sale plays a greater impact in closing a deal. Earning the right to ask for a commitment starts at the very first meeting. Sales reps must learn to sound more natural over the phone. Demonstrate a positive attitude, focus on your customer’s success by discovering their needs and wants then offering a solution.
I understand you’re excited to introduce about your product or service. However, don’t let your excitement urge you to share everything about your product or service. Have you heard the saying, “Less talk, less mistake”. Too much information may make them feel like they don’t need it. So only discuss what’s relevant to your customer.
Do not undersell.
It’s okay that your prospects are getting a bargain, but never undersell. Learn the value of your product or service and match it with the right price.
Learn how to nurture warm leads.
Stop trying to force a sale. Not all prospects are on their buying stage when you called. You may encounter prospect that are looking but would like to make sure before they decide to purchase. Respect your prospects buying process. By doing so, they might likely to consider you than other competitors. You may want to check out Callbox lead nurturing process.
Have objections? Probe! Be curious.
Objections may be a statement or a question. Learn to accept objections because when handled correctly, it may benefit you and your prospect. Be curious and ask questions about their current setup.
Examples of questions on how to know their current setup:
“May I ask what backup and disaster recovery solution are you using?”
“How long have you been using it? How is it working for you so far?”
“Do you have any issues or challenges?”
“Do you have a provider? When will your contract ends?”
Discuss relevant information with your prospect. Focus on what they need for now and not on what you want them to know about your product or service.
Learn how to connect the dots.
Know what questions to ask by looking for keywords out of their statement and focus on that.
There’s no easy way to close a sale. It needs careful interviewing, listening and presenting solutions to your prospect. This is a way to build a long-term relationship. Practice using these techniques to increase your close ratio.
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