Closing Sales

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When Is A Sales Person Not Really A Sales Person?

When Is A Sales Person Not Really A Sales Person?

When they can’t deal with sales fails from buyers!

There are some sales fails you can’t avoid.

Your buyer gets whisked away by an alien space ship and is never heard from again.

The prospect wins the lottery 2 days before he was due to send you the purchase order and he’s now only contactable via his broker.

Or even worse, your sales prospect has found a new religion and is giving up the rat race…and to send you the purchase order he promised would cloud his karma for years…

We’ve all been there!

Sales Fails Happen

And most of them are avoidable.

They just need a bit of backbone.

A dose of gumption.

Some carefully prepared responses.

An ambition not to be messed around or have you time wasted, and not to be taken for a ride.

A voice!

And guess what…no sales person ever died from having any of these

Unlike the many sales careers which have died as a result of not invoking the above.

So, which is it to be?

Do You Deserve the Job Title Sales Person?

Because if you’re falling for any of the prospect lines below then I’m afraid the computer says NO!

Let’s test it out.

Great sales people, professional sales people just don’t tolerate the sales fails…

  1. Send me some information
  2. Call me back on Friday
  3. I need to discuss this with my partner
  4. I have to get three quotes
  5. We’ll buy in two months time, the time is not right now
  6. We don’t have the budget now
  7. We’ve bigger things to sort out now, so we like your product/service, but the time is not right
  8. We like your competitors product better, so we’re going with them
  9. We’ll stay with our current supplier, thanks for all your help and work to date
  10. What discount can I get?

So, are you falling foul to these sales fails?

Hearing these sales lines from your prospects and saying ‘ok, talk soon’, putting the phone down, updating your CRM with the same shoddy sales lines and moving on to the next call?

Are you?

Wake Up. These Sales Fails Are Killing You!

Do you even know how much money you are leaving on the table.

How many ripe sales prospects you’re leaving there for your competitors to pick up, just because they might be a bit more sales savvy that you?

Even worse, you’re burning sales leads.

And even worse than that, you’re wasting time.

That’s the killer trifecta in sales – Time, Money and Opportunities. All going up in smoke because you won’t, can’t don’t care enough to push back.

What the hell kind of sales person are you?

Wow, way to go, broke, time poor and scrambling for sales leads.

Sucks to be you!

Sales opportunities trickling through your fingers…

Stop It. Now. No More Sales Fails

Join us for one day and discover how to consistently handle all potential sales fails.

Discover how to flip the sales fails that are now costing you time, money, opportunities, respect, career advancement and critically strangling your earning potential.

This is for all sales guys who are tired of being messed about by sales prospects and buyers.

Are you ready to say goodbye to mediocre selling?

You can also sign up for our weekly sales and business developments newsletter – The Advanced Business Acheiver

You can also check out our self study sales improvement package – TurboCharged Sales

Happy Selling

Carol

0779 002 1885

carol@mortonkyle.com

Join is The Sales Improvement Workshop and discover how to deal with the sales fails that are crippling your sales potential.

And, just  in case you do get to the stage where you’re sending out sales quotes and then your buyer disappears (yes, yet another one of those sales fails) – check this out What To Do To Stop Your Buyer Going AWOL – Following Up Sales Quotes

 

 

Are You a Sales Closer or a Sales Loser?

Are You a Sales Closer or a Sales Loser?

Great sales closing questions are often the final piece of the jigsaw. The questions that many sales guys forget to ask (read: wimp out of asking!)

Great Sales Closing Questions means you increase the chances of getting an order – RESULT!

And that’s a shame because when you do ask great closing questions it means, obviously, there’s a far greater chance of you being able to close, being able to close quickly, and being able to close the sale at the price you want.

At the very best.

And the worst? The buyer shares with you any objections they may still have, or maybe you get a deferred decision date, or you learn more about his buying process or the internal decision making…

Great sales closing questions are the ultimate win-win questions, saving you time, money, stress and a flaky sales forecast!

Not everyone asks great sales questions, mainly because they’re too busy sales broadcasting, by rote, not engaging brain but very much enjoying the sound of their own voices…

Or they simply too afraid to ask…

Or they think the buyer won’t want to answer

And a million other excuses!

Is any of this relevant to you?

You get to the end of a sales pitch and you promise to send a proposal?

Or you think you can’t close because you need to get prices? (Rookie Mistake 101)

Or you want to end on a good note, no ask an awkward question before you leave?

Not true….none of them.

What Do Great Sales Closing Questions Look Like?

Great question – thanks,  glad you asked (see what I did there?)

I like the direct approach, but here’s a stages approach for you.

Let’s look at trial close questions and then final close questions

Great Sales Closing Questions: Part 1: Trial Close Questions

You can put these into your own words or use verbatim, your call…

  1. What’s the best thing you’ve heard about our product/service today?
  2. What’s the worst?
  3. What were the highlights of our service as far as you’re concerned for your business?
  4. How as your perspective changed during our discussion in terms of how you might use this solution in your business?
  5. What’s the biggest take away from what we’ve discussed today?
  6. How do you see this working for your business?
  7. If you were to have to sum up the biggest benefits for your business in using this product/service, what would you say they would be?

See, all very conversational, all very open, no hidden agenda, just asking the buyer/prospect what his thoughts are…simple as.

These questions won’t even get you in trouble…

Yet, some sales people, still fail to ask these great sales closing questions.

Those sales people will fail for three reasons:

  1. They forget to listen to the very important information they get back from these questions…pure gold
  2. If they do listen, they listen with the intent to reply, when in fact much of what comes back will lead you to ask more questions to get to the granular detail
  3. They don’t follow up the trial close questions with final close questions…

Great Sales Closing Questions: Part 2: Final Close Questions

Straight to business, at this stage the prospect knows whey you’re sat there. He knows you’re not just there for coffee and a place to keep warm (right?!?)

Ask:

  1. So, from what we’ve discussed today, when shall I expect your order?
  2. Based on what we’ve discussed today, will you be giving us your business?
  3. Can you see any reason why you and I won’t be working together?

You can amend the language however you see fit, but I like this format.

Short questions, direct, no ambiguity.

And most importantly, they are so direct, you’ll give the buyer no time to scramble any creative story…you’ve more likely to get a truthful answer.

Yes or No…which is what you want.

A yes is great.

A no is not a disaster…you can start to re-qualify

Next Step

Hopefully you’ll try some of these out.

Trust me, sometimes buyers are left totally confused by many sales people who go through a great, detailed and considered sales pitch but fail to ask for the business.

Don’t be the Confusing Sales Person, the Sales Loser who could have been a Sales Closer. Had they just asked for the business…

When the worst that could happen is that you get an order, or you learn, where’s the bad news?

But you know what? 

There is a better way because it’s an easier way. A way to close sales that high performing sales professionals use all the time.

A way that means those high performers don’t rely on just those great sales closing questions.

Do you want to know what it is?

Just hit the link Tell Me What High Performing Sales People Do to Close More Sales

You can also sign up to The Advanced Business Achiever – weekly sales training directly in your inbox every week.

And, if you’re looking for some hard hitting B2B sales training – you can call or email – 0779 002 1885 or carol@mortonkyle.com to discuss our tailored sales training solutions

If you’re looking for a sales improvement and B2B sales training course to embed in your business, then check out TurboCharged Sales and The Sales Improvement Workshop.

Remember: Great Sales Closing Questions are the final push of the boulder you’re carried all the way up the mountain, don’t put in all that effort and let the boulder smash down the mountain when you’re so close to glory…just ask the tough questions!

 

Not Demonstrating ROI? You’re Throwing Business Opportunities Away…

Not Demonstrating ROI? You’re Throwing Business Opportunities Away…

Demonstrating ROI is Critical

Demonstrating ROI is really that important?

Yes, it really is critical.

If your business, your sales team and their sales pitch can’t demonstrate ROI, then you’re leaving business on the table, and most certainly you’re leaving chunks of cash there too.

Without demonstrating ROI, you can’t demonstrate value, explore risk or maximise margins

And, if you can’t do these three things, then any attempt at a close is likely, at best, a shot in the dark.

(If you’re looking for insights into how you can build a strong relationship between value, risk and price then pop over here, and if you’re looking for insights into creating value hit the link here)

What Happens When ROI is Not Explored?

Yes, you’ll lose business

Yes, you’ll lose margin

But that’s just the tip of the iceberg, because you’ll also see:

  • A longer than necessary sales cycle
  • Competitor growth
  • High sales acquisition costs
  • Increase in performance management
  • Over staffed, therefore costly, sales units
  • A messy, inaccurate and out of control sales pipeline
  • Pie in the sky sales forecasts

Nothing fun about that list is there?

Here’s How to Demonstrate ROI

You and the buyer go in deep.

Stop talking about benefits, features, case studies, research, testimonials etc, those things are the bare minimum to be sat at the table, the minimum cost to be in the game…demonstrating ROI is where the magic starts to happen.

Demonstrate ROI in the simplest way brings clarity to your sales pitch, gives the prospect the opportunity to view your product/service in terms of real financial and cost context, and also means that the close is a very natural event, rather than a twisted fumble when the sales person sort of asks and the buyer goes into avoidance mode.

The prospect has to demonstrate, clearly, logically and with the full cooperation the financials and costs involved in making the purchase and the financials involved in NOT buying the service…now, to get to that stage takes skill, tenacity, trust, research, industry knowledge…in a nut shell, hard work.

Most crucially, the figures and the cost assessments have to come from the buyer, else they mean nothing and your sales pitch is built on sand…conduct the Sales ROI with the agreement of the buyer, and you’re home and dry before you ask for the order, because that shows buyer commitment.

Big time!

Seems too easy, once you know what you’re doing, the stages, how to frame the tough questions, how to deal with the wary buyer…of course it does…it’s so simple and so basic that most sales people can’t, or don’t, do it!

Look, it takes some highly consultative selling, some excellent questions and questioning techniques plus a real insight into the problems that your product/service solves and the cost of the problem in the context of your buyer’s business.

You also need to understand that when I reference ‘cost’ above, this cost is not just the financial cost. There are all kinds of costs to take into consideration.

BUT, the good news is that you really only have to learn to demonstrate ROI once. After that it’s a skill that will repay you many times over. In fact, if you’re anything like me, it’s one of my first go-to’s when I’m in any client sales environment and I want to improve the performance of their sales team.

You can get a great insight into how to demonstrate ROI on any of these courses

Fixed Price Sales Training

TurboCharged Sales

The Sales Improvement Workshop – Open Course and In house Program

Closing is Easy Once You’ve Demonstrated a Robust ROI

Many sales people think closing is the hardest part of the sales process. That’s why most sales people are scared to ask for the order.

But, the truth is, if you can effectively and efficiently demonstrate ROI, then the close looks after itself.

It really is that simple because you create a ‘NO-BRAINER’ situation for the buyer. You prove to the buyer that there is no way he can legitimately say no.

Demonstrating ROI

It’s the fastest, easiest, simplest, most effective way to increase sales close rates.

Don’t miss out.

Learn the basics and you’ll never struggle to close quickly and efficiently.

This is one of the key training points we cover on all of our sales training courses. If you’d like to discuss our bespoke sales and business development training solutions call Carol on 0779 002 1885 or email carol@mortonkyle.com

Happy Selling 

Carol

Plus: you can subscribe to our weekly (non-spam) Sales and Business Development insights newsletter. Great for sales team coaching sessions, sales team training and practical sales improvement. Get you email subscription here – The Advanced Business Achiever

Don’t get caught napping. Demonstrating ROI is the easiest way to immediately boosting sales performance, close rates as well as protecting margin.