Tips to improve Your Close Rate

Tips to improve Your Close Rate

Many Managers have approached me recently, all with a similar problem – “my salespeople are just unable to close the sale”.

Hubspot conducted a survey on the average close rate in different industries. (USA study)

20%+ arts & entertainment, corporate office, industrial, internet & telecom.

15%+ insurance, hospitality, automotive & marketing.

How does your sales Team stack up, against these averages?

Here are some tips & techniques to help lift your own company’s close rate.

 1.   Never open with your offering

Truth is that Customers don’t care about your marvelous products or services.

They simply want to know how they will benefit them.

As over 90% of Sellers fall into this trap, by concentrating on THEM, you differentiate yourself immediately, & will gain their attention.

The answer is NOT to focus on yourself, but entirely on the Customer & their needs.

When they see the benefits, your offering will do for them, they will be far more inclined to give you their trust & therefore, their business.

Salespeople should NOT sell – but create an environment for the Buyer to make the right buying decision.

 2.   Thirst for knowledge

The real professional Seller ensures that they learn everything they can about their products & offering & what they will do to benefit a Customer.

But that knowledge is just the opener.

The best Seller will also learn all they can about their Customer’s business & their Customers’.

Only when you are armed with this knowledge, can you provide an intelligent solution to a Customer’s challenges.

3.   Ask & share

Even though, through good pre-call planning, preparation & your own experience, you will have gained a good idea of his challenges, even before the interaction, NEVER assume.

Unpack his wants & needs via asking good, relevant questions.

Not only will your understanding of their business & industry impress them, they will be building trust in you, through the questioning process.

A good doctor first finds out what is wrong with you, before prescribing medicine – the professional sales call follows the same process.

4.   Never tell all

Sellers often get carried away in the excitement of the sale & blurt out all their benefits.

The net result is you end up baffling the Customer, with information overload.

Have you ever fed ducks in a pond?

You don’t toss the whole packet of feed into the water, in one go – no we feed them little titbits, one at a time.

And how do the ducks react? With huge excitement & chatter.

This is exactly how your Customer will behave when you feed them with one piece of valuable information, at a time.

It gives your input, time to be absorbed & converted into an answer to his needs, in his own mind.

5.   Quantify

Something most salespeople lack, is business acumen.

Just as important in learning about your products & your Customer’s business, so is it crucial to apply yourself to learn acumen.

Through your ability of showing your Customer the value in Rands & cents, will surely convince him to support your offering.

6.   Inclusive selling

In every step of the process, draw your Customer into the solution building process.

He has to believe, it to be his ideas………………….

You are merely the catalyst feeding him the business intelligence enabling him to make the buying decision.

Motto – if you help your Customer win, you win!

7.   ASK

Why is it, when we get to the delicate point of finalizing the deal, so many Sellers fall down – we fail to nail the sale!

“Ask, & thou shalt receive”, is most relevant here!

Happy selling - & CLOSING MORE DEALS!

Richard

https://www.bizgro.co.za/






Good reminder of what we should be doing, thanks Richard

回复

要查看或添加评论,请登录

Richard Lyon的更多文章

  • VACANCY ~ Sales Consultant

    VACANCY ~ Sales Consultant

    A Leading Food Service Distributor in JHB seeks the services of an experienced & dynamic Sales Executive to join their…

  • VACANCY ~ Sales / Customer Liaison

    VACANCY ~ Sales / Customer Liaison

    A leading Jhb based food service Distributor seeks the services of an experienced Client Liaison Officer. The role…

    7 条评论
  • VACANCY ~ Technician

    VACANCY ~ Technician

    A leading Commercial Kitchen supply company seeks the services of an experienced Technician. The ideal Candidate will…

  • Vacancy ~ Sales Consultant

    Vacancy ~ Sales Consultant

    A leading commercial refrigeration Manufacturer seeks a suitably experienced Sales Consultant to join their Cape Town…

  • Sales opportunity

    Sales opportunity

    A leading bakery supplies distributor seeks a strong Candidate with experience in sales to the Cash & Carry market…

    9 条评论
  • VACANCY ~ Auto Sales Exec

    VACANCY ~ Auto Sales Exec

    A well-known Cape Town based Dealership has a vacancy for a young, live-wire, Sales Professional. The ideal candidate…

  • Short Course ~ Step by step guide

    Short Course ~ Step by step guide

    This short guide provides a step-by-step process for a new salesperson. Building skills & confidence.

    2 条评论
  • Food Service Sales Vacancy ~ Gauteng

    Food Service Sales Vacancy ~ Gauteng

    We seek a dynamic Sales Consultant with extensive sales experience in the Sandton & surrounding suburbs. The right fit…

    9 条评论
  • VACANCY ~ Auto Sales ~ New & Used Cars

    VACANCY ~ Auto Sales ~ New & Used Cars

    A well-known Dealership based in Cape Town has a vacancy for a live-wire, Sales Exec, with experience in sales of new &…

  • VACANCY ~ Commercial Truck Sales

    VACANCY ~ Commercial Truck Sales

    A leading Motor Group based in Brakpan has an opportunity for an experienced commercial truck Sales Professional. The…

社区洞察

其他会员也浏览了