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Tag: closing

  • Following Up is a Key Function of Selling

    Congratulations! You’ve presented your product or service, negotiated an agreement that’s a win-win for both parties and closed the sale. Now remember that following up is a key function of selling, not to be ignored.

    The thrill of the sale is hard to beat when you run your own business – whatever its size or focus. I remember very well the day the first person told me that they’d employ my services. Thankfully, they’re still doing so. I’ve even got a copy in my office of the first cheque (remember them?) I ever received from a client.

    But it’s important not to lose track of the next bit of business you need to win, rather than focusing solely on the job at hand (or, worse, reminiscing about past glories). One key element in achieving this is to ensure you’re following up on projects or deliveries completed.

    Following up builds relationships with enterprises or individuals who may hire your service or purchase your product again in the future. It also encourages them to tell others about you and that’s got to be good, right?

    Referrals – you can’t beat them.

    following up is a key function of selling

    Small Business Trends states that, according to Harvard Business Review, the biggest complaint that customers have when dealing with any business is poor follow-up.

    When it comes to problems encountered by customers, 56% complain that they need to re-explain their issue when calling back, because the provider didn’t follow up. 62% report having to repeatedly contact the company to get their issues resolved, again because the provider didn’t revert. As a result, 65% are likely to speak poorly about the company and 48% of customers go on to tell 10 or more people about their bad experience.

    Incorporate Following Up into your Systems

    But, of course, that’s all about the scenario when something goes wrong.

    Hopefully not much goes wrong for you, so why then would you still need to follow up? Because selling should not be about “them and us” or “buying and selling”. No, you’re building a relationship. You’re building trust.

    Drop your client an email or, better still, pick up the phone, or even better again, go meet up with them. Following up with your customers shows them that :

    • you’re interested
    • you’re confident in your product / service
    • you want their feedback on customer experience

    Following up is a key function of selling because, through demonstrating your interest in and commitment to the client, you are, in fact, generating goodwill and new orders. You’re also learning though listening, discovering market trends and, hopefully, spotting new opportunities.

    And, if you’re really good, you might get a coveted testimonial.

    Updated Sept 2021

  • 6 Ways to Close that Sale

    Often, when trying to improve our sales performance, our attention is concentrated on how to present and how to negotiate. As vital as these tasks are, we should not lose focus on the true job in hand : closing that sale. See if you can apply any of these 6 ways to close that sale.

    After all, closing is ultimately what selling is all about.

    So remember : do not be afraid to ask for the order, be clear and assertive, but do not interrupt your target or be too early asking.

    It’s important to realise that, while you may lose a sale by not asking for it, you cannot make a sale simply by asking for it. Prospecting and information gathering remain vital elements of The Sales Process, leading you towards (hopefully) a sale.

    6 ways to close that sale

    Here are 6 ways to close that sale :

    1. Just ask!

    Sometimes we can forget to do this.

    2. The concession close

    “If you give me an order today, I can give you 2% off.”

    3. The alternative close

    “I can deliver the blue one today or the red one next Thursday. Which do you want?”

    4. The objection close

    “We can call two of my clients now, if you’d like to ask them about the service.”

    5. The forcing close

    “You do want to avail of this special offer, don’t you?”

    6. The requirement close

    “Well, tell me what I need to do to get an order right now?”

    So, keep working on getting to know when it’s the right time to ask for a sale. Listen out for buying signals as you are having a discussion with your target. Nowadays, people like to have a human relationship with their supplier. It’s no longer a case of just turning up and trying to wrangle an order out of somebody, before quickly moving on to the next visit or phone call. Listening is more important than ever in today’s highly competitive marketplace. Build a relationship and learn to understand the target’s needs. After all, good marketing and selling is about satisfying your customer’s needs.

    There’s 6 Ways to Close that Sale. Fine, but what about when they say “no”?

    Often, when a target says “no” to your advances, it may not always actually mean “no”. They may just be appealing for help with something. They may, indeed, be looking for your help to assist them make a decision.

    “No, we don’t want to integrate your software now, because it might mess with the systems we already have.” Is that a true “no”, or an appeal for reassurance?

    Keep talking, but also keep listening, to close your sale.

  • The Sales Process – 6 Steps to Success

    The Sales Process, Vital Steps to Success

    Like its first cousin, ‘The Marketing Process‘ in its field, ‘The Sales Process’ is a way of locating yourself on your path to sales success.

    The Sales Process consists of six steps, helping you to keep focused on how you find and then progress prospects and existing customers through the sales funnel. It’s important to recognise at which step of the Sales Process different clients and prospects are. Knowing how long it typically takes to progress a client from unknown prospect to a buyer, with whom you need to do some post-purchase follow-up, is vital to your sales activity. Depending on the complexity of your sector, these steps may overlap to varying degrees, or indeed several may take place at the same time.

    Step One is Prospecting. Here, we do the groundwork to identify potential future customers, based on our targeting, product offer, positioning, competitive strength, etc.

    Sales Process
    6 Steps of the Sales Process

    Step Two is Information Gathering. Here, we carry out research in order to learn as much as we can about this business with which we haven’t yet worked. This might include finding out what we can about their current supplier or alternative products/services they are using today, who the decision makers and influencers are, etc. Make first contact and ask about their needs, etc. Request a meeting.

    Step Three is Presenting. Demonstrate, present, sample or taste your product or service (depending on your business). Get in front of the prospect and show them what you’ve got. Keep asking questions.

    One of the most common mistakes a salesperson makes through steps 2 and 3 is to talk too much. After all, we often feel more comfortable talking than listening. But listening is the key! By asking questions, we learn things. Furthermore, don’t speak while presenting your product. If your buyer is touching, tasting, or using your product, they won’t hear you!

    Step Four is Negotiating a sale. Remember not to agree to anything, until you’re agreeing to everything.

    Avoid agreeing to (for example) a price, without understanding fully the terms of sale. Discuss all aspects, e.g. price, who is meeting the delivery costs, minimum order quantities, credit terms, training costs where applicable, etc., before making an agreement. In negotiating, price is not the only factor. The buyer does not have all the power.

    Step Five of the sales process is Closing. After all, that’s the point, no?

    Watch out for buying signals. They will come and you need to be alert to take advantage. Consider different ways of closing the sale, including a once-off special offer, time limited offers, quantity-related offers, sensible comparisons with what others have done, the good-old “would you like the red one or the blue?” argument, demonstration of concrete benefits accruing, etc. And be alert to The Value of No.

    Finally, Step Six is Following up, ongoing relationship building and delivery of quality customer care.

    We all know the adage that people buy from people they like. Providing quality customer care is an essential pillar of this. When the sale is made, pick up the phone and ask how your customer is getting on. They’ll appreciate it.

    The Sales Process and You

    Do you know at what stage your various prospects are right now in your sales funnel? Do you understand how long it might take for you to close a sale? Are you ensuring that you follow up, rather than make a sale and move on? Apply The Sales Process to your thoughts and actions and watch your customer relationships improve and deepen.