You’ve nurtured the same lead for months and feel like you’re getting ready to finally close the deal. Then your prospect backs out and the deal falls apart. Classic, right? And so dang frustrating.
We all want a quicker, more predictable sales cycle but often run up against the same blockers and experience the same frustrations time after time. While you won’t close every deal you pursue and your sales cycle won’t always clip along at a predictable pace, with careful planning and a solid strategy, you will close more deals and speed up the sales cycle.
Here are some important tips to keep in mind:
1.) SET A GOAL FOR EACH CALL
Time is money for both you and your prospect. Show them you respect their time and care about their questions and concerns by communicating the goal of your call at the beginning of your conversation. If, for example, your goal is to answer any questions they have, be upfront about it. This clarifies your intent and helps keep the conversation on track.
2.) LISTEN TO YOUR PROSPECT’S OBJECTIONS
No one wants a platitude and insincerity is a major turnoff. When your prospect makes an objection, ask them to explain why they feel the way they do, have the concerns they have etc. Launching into a lame sales pitch about how you can solve all of their problems or telling them that you know how they feel comes off as insincere. Conversely, when your prospect feels like you hear them and genuinely care about what they care about, they are much more likely to follow you further down the sales funnel.
3.) BE UPFRONT ABOUT PRICING
Surprise fees are a major turnoff. While you may think that waiting until farther into the sales cycle to disclose fees is the best way to secure your prospect, you may actually be investing more time into nurturing your prospect only to send them packing. When you’re upfront about fees, it helps build trust – a necessary ingredient in any successful sale.
If you’ve spent even a small amount of time in sales, you know that there are an abundance of tedious, albeit necessary tasks that eat up your time and cut down on your profits. Automation is a beautiful thing. When you automate repetitive tasks, you free up more time to focus on high-value tasks. Once you’re in a groove automating repetitive tasks, explore which complex tasks you can also automate for increased efficiency.
5.) BUILD AUTHENTIC RELATIONSHIPS
We’ve already touched on this but it bears repeating. Authenticity is key to any successful relationship – personal or sales! As a litmus test, ask yourself, Would I want to work with me? Be careful not to come off “salesy” but maintain a personal connection and sincere disposition. This allows your prospect to relax, engage and authentically share their pain points and concerns with you – information that will help you walk closely with them through the sales cycle.
6.) MAKE IT EASY FOR YOUR PROSPECT TO SCHEDULE A MEETING
Scheduling a simple meeting can often turn into a game of email tag. Instead of wasting precious time trying to nail down your meeting, turn to Calendly, Meeting or another scheduling app so you can keep focusing on your high-priority tasks.
7.) KNOW WHERE YOU LEAD YOUR COMPETITION
If you don’t have a clear sense of what your competition is up to, how can you outsell them? Your prospects are doing their homework and so should you. Figure out where your competition excels and what differentiates your brand from the rest:
- While we don’t offer this or that service, we do offer this exceptional service…
- Something we offer that you can’t find with our competitors is…
- One thing our customers really like about working with us…
Find your niche and rock it.
8.) PRESENT SOCIAL PROOF
Social proof speaks for itself. Create case studies of past clients you’ve worked with that you can share with prospects considering your business solutions. Also, mention other companies who’ve worked with you to address similar challenges and refer prospects to the online reviews section of your webpage. The but-you-don’t-have-to-take-my-word-for-it approach is highly persuasive and can help eliminate skepticism about the value of your product or service.