No matter what industry you are in, knowing the decision maker is crucial to a quick close. Many times the decision makers will send someone else into the fire to learn all of the information they can about your company. If this is the case, be sure to put yourself into the head of the decision maker so that you can customize your sales pitch to that person’s interests, even if they aren’t there.
Of course, your best-case scenario is that you sit down with the decision maker. Do whatever you can to setup a meeting with that person.
2. Authenticity has no equal
A client can sense if you are being genuine during the sales process. In other words, it’s important to convey to the client that you care about their business and not just the deal. Coming off too calculated can turn people off; however, remember that there is nothing wrong with being prepared. It’s okay to appear like you’re ready for every question that comes your way, just simply don’t act like you don’t care about the customer’s best interests.
3. Creating a sense of urgency is critical.
Attach a deadline to the deal to help give the client an incentive to commit. Whether it’s a discount or something free, make them feel like they have the upper hand. This does not mean rush the customer; it simply means try to give them a little extra reason why your product or service is the right choice , and the right choice right now.
4. Objections lead to conclusions if handled properly
Preparing the sales presentation to address and overcome potential objections can speed up any deal. If something catches you off-guard, you might need to take some time to think up a solution. In a past Inc. article published here, sales expert Tom Searcy calls this having a “landmine map.” By having an outline of anticipated problems and a thoughtful analysis of the risks, you can reduce the resistance.
I highly recommend sitting down with your entire sales team and having each person come up with objections they might anticipate. Give them your sales pitch and see if there are any objections you and your team may have missed.
5.Understand the market and know your competition.
Competing for business is tough. Knowing the areas that you are more competitive than your competition can lead to that quick close. Again, this is all about preparation. Do your research and make sure that you make note of something that you are doing that your competition is not. This is oftentimes the biggest selling point, so you don’t want to ignore it.
6. Watch your words
Don’t put your foot in your mouth. Keep it to the point and focus on your areas of expertise. You want to be real and personable, but you have to remain professional.
7. Time is the test of your competency
In the interest of respecting everyone’s time, it is crucial that you qualify the prospect prior to investing much time in a single sale. Is the company hiring at this time? Does the prospect have a need for your services? Is your pricing in alignment with the company’s budget? Typically, the most efficient way to get budget answers is to ask the prospect outright. If the person/company is not looking to buy right now or failed on any of the above questions, move on. Your time is valuable.
8. Know well how far you can go
Confidence is key in obtaining sales because the potential customer has to feel comfortable with you. People do not buy from sales professionals, they buy from experts. Know the full scale of your offerings, as well as what you can and cannot offer, to gain self-assurance in addressing the prospect and answering his questions.
9. Find out what your competitors do
Have a firm understanding of your competition to master your own unique selling points. Your competition is not all companies or job applicants operating in your space. Your competition includes those people or companies who would get the position/business if you do not. When meeting with the prospect, the goal is never to say anything negative about your competition, rather, to point out your valuable solutions that your competition lacks the ability to proffer.
As a professional informational speaker who teaches technology, if I know I am competing with a motivational speaker for a slot at a corporate event. I highlight three online actions attendees will walk away knowing how to perform and how those actions will impact the company’s profits and productivity
10. It’s crucial to know Your Client’s Needs
Use tools like LinkedIn, Facebook, Twitter and Google searches to research your contact and the company prior to meetings. Ask the client questions about pain points or problems, what they’re looking for, what matters to them, etc. Read between the lines. Sometimes by listening, you will identify an additional need. Listen three times as much as you talk. Do not try to inject your solutions in the beginning. Listen. Uncover what would make the negotiator shine in the eyes of his peers or boss. What is his decision process? Do you need to court additional people to get the sale, perhaps your contact’s boss or a couple peers who make the decision as a committee?
11. Your proposal must reflect clients needs and requirements
A proposal can be verbal or written. However, the key is to structure it in a way that you’re mirroring all of the contact’s needs back at her with viable solutions. Never sell features (about you) but focus on benefits (about them). An example of a feature would be that your widgets function at three times the speed of any competition. A benefit, on the other hand, is your widget can increase the company’s productivity by shaving 10 minutes off daily in non-revenue generating tasks for each employee, saving the company $132,000 per year!
To supersize this process, if the client requests a formal proposal, and it does not violate any laws or etiquette in your industry, deliver the proposal with a treat that reflects the company. As a hotel sales manager, I often had proposals delivered with customized items.
12. Follow up without being desperate
How Do I Follow Up With Brett?
What people don’t realize is why the other person – Brett in this example – didn’t respond to the initial email.
Perhaps he never intended to help me out, but that’s simply unlikely. And even if that’s the case, an extra follow-up can’t make it any less likely that he’ll respond.
Here’s what’s more likely:
- He never saw my email among the hundreds in his Inbox,
- He started to respond but got sidetracked and then forgot altogether, or
- He has a laundry list of stuff to do, and meeting with me just isn’t a high priority
So it’s ok to send follow-ups…it’s even necessary.
The obvious next question is, What do I say to Brett?
1. Keep it Short
Don’t overwhelm Brett. People
read shorter emails more often. Wouldn’t you?
How: Keep it to 3-5 sentences max.
2. Make it Actionable
You break down your own tasks into small, manageable pieces, right? (Or should
be according to GTD.) Do the same
for Brett. Be direct and make it easy for him to help you.
How: Ask a specific YES / NO question. “Can we have a quick call on Tuesday? I’m free from 9-12.”
3. Make Them Want to Help You
Remember, you’re asking for the favor. Remind them of the benefit to them, or add in some humor.
Put a smile on their face and your chances have just shot up.
How: “As a thank you: I’d love to give you some eBooks that you can give away to your own customers.”
4. Wait a
Few Days
Like the character in a movie who gets the girl’s number (and doesn’t want to
seem desperate), be patient.
How: While it always depends, I try to wait a week before sending a follow-up.
Putting that together, here’s what your follow-up might look like:
Hi Brett,
Looking at my calendar I’m open for lunch this Thursday and Friday. Can you get together either of those days around noon?
I’m looking forward to hearing more of the ideas you had at [NETWORKING EVENT], or even just an excuse to get out of the office and treat ourselves to a free lunch on my company.
Thanks!
.
Most importantly, if Brett is someone I don’t know well this follow-up shows him I’m serious. That, in turn, makes him more willing to invest his time in someone he doesn’t know.
A Couple Tools to Make Follow-Ups Easier
And if you have a hard time remembering to follow up in the first place?
Fortunately, there are some great tools that make this part easy and automatic.
Nimble Foundation Blog 
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