While many sales representatives will focus on preparing their sales pitch, and working on improving the strength of their sales tactics, it is also important that people who work in sales take time to practice closing their sales. Learning to close deals quickly and efficiently will help to improve your overall sales numbers, and it will help you to reach inevitable "no's" quicker. While no salesperson wants to hear "no", it is best to get rejections out of the way as soon as possible so that you can move on to more productive leads. To help you improve your sales tactics, here are a few tips on how you can close your sales more efficiently.
For a sales pitch to be successful, representatives must understand the client's bottom line as well as their goals for the future. When beginning a dialogue with a prospect, it is important to get to know the goals they have for the future of their company, as this can help you to tailor your pitch to show a potential customer how your product meets their needs, and it will allow you to create a sense of urgency in your pitch. Understanding a client's bottom line can also help you to get a sense of what a company needs/can afford, and can help you to determine whether or not your product will be a fit for them, or if you are chasing a dead-end lead.
Once you have begun to tailor your sales pitch to demonstrate how your product fits the client's needs, you can then begin to create a sense of urgency that can help to close your sale quicker. Creating a sense of urgency, such as by offering a limited-time offer, is a classic sales tactic that can lead to quicker sales. Tailoring a pitch to fit a client's needs, and emphasizing that this is a special/limited offer, can help you to close a sale quicker since even hesitant prospects will often choose to close rather than lose out on a good deal.
However, while creating a sense of urgency is often a great way to motivate a prospect to agree to a deal, you mustn't be pushy or aggressive in your interactions with clients, which is a fine line for many salespeople to balance. If you come off as pushy, or worse, aggressive, in your attempt to create a sense of urgency, you will have the opposite effect you were hoping for and will likely offend or turn away a potential customer. People do not like to feel as though they are being pushed into a decision, which is why you have to be careful when creating a sense of urgency. It is then important that you merely point out how the package you are offering would benefit the client, and highlight the benefits they would stand to gain by making a decision now rather than later; this will create the sense of urgency that you are looking for without making your sales pitch seem pushy.
Similarly, you do not want to seem overeager, as this can make it seem like you are desperate for a sale, which may lead a customer to try to take advantage of you and push for a better deal than you can offer. While it is a skill that comes with time, it is important that sales professionals act confident, but not cocky, and that they create a sense of urgency in the sale without seeming too eager or aggressive.
Closing sales quickly and efficiently requires a balance and finesse that often takes sales professionals years to learn on their own. For this reason, many sales professionals could benefit from a sales training course. Such courses would give you the tools you need to close sales quicker and boost your overall sales numbers.
Contact us to learn how we can help you to improve your sales tactics and boost efficiency.
Andy Barton is the founder of Catalystica and a sales & marketing technology leader. When he’s not helping his clients, you can find him researching the latest business & technology trends or watching F1 & MotoGP - he's a petrol-head at heart!