Sales calls can be tough. You’ve spent hours building rapport, qualifying the prospect, and presenting your solution. But now it’s time to ask for the sale, and you’re not sure how to do it without sounding pushy or desperate.
If you’re struggling to close sales calls, don’t worry. You’re not alone. In fact, according to a study by Salesforce, only 35% of sales reps close their first call.
But don’t let that discourage you. With a little practice, you can improve your closing skills and start closing more sales.
Hacks to help you close your sales call:
Do your research.
Before you even pick up the phone, make sure you know everything you can about the prospect. This includes their company, their industry, their pain points, and their goals. The more you know, the better equipped you’ll be to have a productive conversation and close the sale.
Here are some tips for doing your research:
- Look up the prospect’s company on their website and social media pages.
- Read industry publications and blogs to learn about the latest trends and challenges in their industry.
- Talk to people who know the prospect or work in their industry.
Build rapport.
Before you can ask for the sale, you need to build rapport with the prospect. This means getting to know them on a personal level and establishing a connection. Take some time to talk about their interests, their family, and their hobbies. The more you can get them to open up, the more likely they are to trust you and buy from you.
Here are some tips for building rapport:
- Smile and be friendly.
- Make eye contact and listen attentively.
- Ask questions about the prospect and their interests.
- Share something about yourself that you think the prospect might find interesting.
Qualify the prospect.
Not every prospect is a good fit for your product or service. Before you start pitching, make sure you qualify the prospect to make sure they have a need for what you’re offering and that they have the budget to buy.
Here are some questions you can ask to qualify a prospect:
- What are your biggest challenges right now?
- What are your goals for your business?
- What is your budget for this project?
Present your solution.
Once you’ve qualified the prospect, it’s time to present your solution. Be clear and concise, and focus on the benefits of your product or service. Explain how it can help the prospect solve their problems and achieve their goals.
Here are some tips for presenting your solution:
- Tailor your presentation to the specific needs of the prospect.
- Use vivid language and examples to illustrate the benefits of your product or service.
- Be enthusiastic and passionate about your product or service.
Answer objections.
No matter how good your presentation is, there’s a good chance the prospect will have some objections. Be prepared to answer these objections head-on. Address their concerns and show them how your product or service can still meet their needs.
Here are some tips for answering objections:
- Listen carefully to the objection and try to understand the prospect’s concern.
- Address the objection directly and honestly.
- Offer a solution that addresses the prospect’s concern.
- Be patient and persistent.
Ask for the sale.
This is the moment you’ve been waiting for. Don’t be afraid to ask for the sale. The worst that can happen is they say no. But if you don’t ask, you’ll never know.
Here are some tips for asking for the sale:
- Be confident and assertive.
- State the benefit of your product or service that is most important to the prospect.
- Ask for the sale in a clear and concise way.
- Be prepared to handle a no.
Follow up.
After the call, be sure to follow up with the prospect. Send them a thank-you note and reiterate your interest in working with them. If they’re still not ready to buy, stay in touch and continue to build rapport. Eventually, they’ll be ready to say yes.
Here are some tips for following up:
- Send a thank-you note within 24 hours of the call.
- Keep in touch with the prospect every few weeks.
- Offer to help the prospect in any way you can.
- Be patient and persistent.
Following these hacks can help you improve your closing skills and start closing more sales calls. Just remember to be persistent, patient, and positive. With a little practice, you’ll be closing sales like a pro in no time.
Here are some additional tips to help you close more sales calls:
- Be confident. Confidence is key when it comes to closing sales. If you don’t believe in yourself, neither will the prospect.
- Be prepared. Do your research and be ready to answer any questions the prospect may have.
- Be persistent. Don’t give up if the prospect says no the first time. Keep following up and eventually they’ll say yes.
- Be positive. A positive attitude can go a long way in closing sales. If you’re enthusiastic about your product or service, the prospect will be more likely to be enthusiastic about it too.
Closing sales calls can be challenging, but it’s definitely possible with a little practice and the right tools. Use these hacks and tips to improve your closing skills and start closing more sales today.
Things you should know before or while preparing yourself for a sales call:
The prospect’s needs.
The first step in preparing for a sales call is to understand the prospect’s needs. What are their pain points? What are their goals? The more you know about their needs, the better you can tailor your sales pitch to address them.
Here are some questions you can ask to understand the prospect’s needs:
- What are your biggest challenges right now?
- What are your goals for your business?
- What are you looking for in a solution?
Your product or service.
Once you understand the prospect’s needs, you need to make sure you know everything there is to know about your product or service. This includes its features, benefits, and how it can help the prospect.
Here are some questions you can ask to learn more about your product or service:
- What are the features of your product or service?
- What are the benefits of your product or service?
- How can your product or service help the prospect achieve their goals?
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Your competition.
It’s also important to know what your competitors are offering. What are their strengths and weaknesses? Knowing your competition will help you position your product or service as the best option for the prospect.
Here are some questions you can ask to learn more about your competition:
- What are your competitors offering?
- What are their strengths and weaknesses?
- How can you position your product or service as the best option for the prospect?
The sales process.
Finally, you need to have a clear understanding of the sales process. What steps are involved in closing the sale? How will you follow up with the prospect? Having a clear understanding of the sales process will help you stay organized and on track.
Here are some questions you can ask to learn more about the sales process:
- What are the steps involved in closing the sale?
- How will you follow up with the prospect?
Your own skills and abilities.
It’s also important to know your own strengths and weaknesses as a salesperson. What are you good at? What areas could you improve? Knowing your own strengths and weaknesses will help you focus on your strengths and develop strategies to improve your weaknesses.
Here are some questions you can ask to learn more about your own skills and abilities:
- What are my strengths as a salesperson?
- What areas could I improve?
By taking the time to answer these questions, you can increase your chances of success in your next sales call.
Here are some additional tips for preparing for a sales call:
- Practice your pitch. The more you practice, the more confident you will be when you make the call.
- Be prepared to answer questions. The prospect is likely to have questions about your product or service. Be prepared to answer them in a clear and concise way.
- Be enthusiastic. Your enthusiasm will be contagious and make the prospect more likely to buy from you.
- Be patient. It may take more than one call to close the sale. Be patient and persistent, and eventually you will succeed.
Closing sales calls takes practice, but it’s definitely possible with the right tools and mindset. Use the tips in this blog post to improve your closing skills and start closing more sales today.
Remember, you got this!
