Hi, Tod Novak here and welcome to your weekly sales strategy.
This week I am going to talk to you about something that’s very dear to my heart, well anything to do with sales is dear to my heart.
What I find out a lot of times, working with sales people and working with sales teams is that sales people tend to be really great most of the time getting prepared for a presentation. They’ll practice their presentation, now practice doesn’t always make perfect because you have to be practicing the right thing. They will put hours and hours into their presentation as they should, but what happens is, when they do the actual presentation and the prospect doesn’t buy from them right then and there, and let’s face it people don’t typically buy products or services the first time they see them. There’s a follow up process, a stepping process that happens
What I have found out and now this isn’t 100% across the board, but most of the time, or a lot of time sales people tend to not come up with what I call a true closing strategy. They have a strategy for closing, but they don’t spend a lot of time, or a lot of effort on really thinking about it. And so what I’m going to challenge you to do is, I’m going to challenge you next time you follow up with someone on a proposal, or somebody that you want to buy from you, don’t just spend 10-15-20 minutes strategizing, really spend the time to think things out on the right sales closing strategy. Why would they buy from you? Why wouldn’t they buy from you? What did they tell you in the presentation that could give you some ammo to use or some data to use to close them up?
Spend the time to come up with a sales closing strategy rather than just going in with a 10 or 15 minute close. Think about it and ask yourself, how much time do you spend strategizing before you go into a company
and try to close them up after the proposal? I bet if you are honest with yourself, not as much as time as you think you do or not as much as you should.
So what I’m going to ask you to do is spend some time coming up with that sales closing strategy rather than just trying to get in front of a bunch of prospects. Because what will happen is if you focus on the sales leads/prospects that you have and really spend time strategizing your closing ratio will go up. Which will work out to less appointments and less time you have to spend on new leads.
Let me know what you think, I would love to hear from you.