Have you ever wondered what one of the most important parts of the sales process is, that isn’t always implemented? According to THE Sales Board https://www.thesalesboard.com/sales-articles/why-64-of-salespeople-dont-close/, 64% of salespeople don’t close. That is basically saying that 64% of all leads turn into dead leads, and will disrupt your growth on becoming that master salesperson you always want to be. This blog will give you various tools on how to become a better closer, and once you have learned how to close, how to follow up with your customers.
Gaining commitment can be difficult for some salespeople, as they are often scared they are going to be denied. Gaining commitment can be hard, and you must have a plan going into the sale to always ask for commitment. By doing this you can learn a couple of things. First, you will be able to understand and further objections they are having, and use them to your advantage. Second, you are putting the customer into a buying scenario, and have much greater odds at closing the sale. In Bizjournals article, https://www.bizjournals.com/bizjournals/how-to/growth-strategies/2014/09/5-strategies-to-close-your-sales-year-strong.html, it displays that there are various strategies you can implement to help you close. With every customer you have, you must understand them. Known your customer not only gives you a higher knowledge on what the customer is thinking, it will also help your closing technique. This way you can gear the close to their specific needs. Another takeaway is to always stay focused on the deal. If there is an opportunity to close at a specific time, always jump on the opportunity, and listen for buying signals from your customer. Finally, ask for the deal. This is when you have asked all of the right questions, and gained an understanding of a solution for your customer. After all of this has happened, ask for the deal.
Now after you have secured that deal, or still working on it, you must always follow up with your respective client. In an Entrepreneur article. https://www.entrepreneur.com/article/245793, it speaks on several things a salesperson should do to follow up. Whenever you are talking to a client, take notes. This will allow you to retain information you have learned, and can use it to talk about on the follow up. Following up can be done in several ways, most commonly in email and via the phone. This should be done immediately, and will show your client that you care about the relationship and the business they may be providing you. Remember though, this isn’t about you, and should often talk about things your client has talked about. You can use any accomplishments, future events, and thank them for their time and consideration.
Further tips and tricks can also be implemented further. In a Forbes article, https://www.forbes.com/sites/forbesagencycouncil/2018/08/08/five-simple-tricks-the-art-of-following-up-without-being-annoying/#3232d1bb7899, it speaks on tricks you can use to have more success during your follow up. It talks on how following up on a Monday is a big no no. This is often peoples busiest day, and when their messages are often clustered up. This can lead to your message not getting read, or acknowledged by your client. Instead, following up during less busy days such as Tuesday or Wednesday, will allow you to get much more attention. With that, your message want’s to portray a good amount of energy and restate and value statement that you may have. In the end, you will be providing a product or service that will be of value to your client, and reiterating this to them, will put it fresh in their mind. After this is done, thank them for their time, and use this moment to either set up a next call or meeting.
For further information, please refer to the videos down below, on how to enhance your closing and following up techniques.
https://www.youtube.com/watch?v=S8A46V9CJRs ( Following up)
How can you implement different techniques into your close?
Why is closing and following up important?
Why should you always follow up, and thank the customer?
Mirchandani, G. (2018, August 08). Five Simple Tricks: The Art Of Following Up Without Being Annoying. Retrieved from https://www.forbes.com/sites/forbesagencycouncil/2018/08/08/five-simple-tricks-the-art-of-following-up-without-being-annoying/#3232d1bb7899
(n.d.). Retrieved from https://www.bizjournals.com/bizjournals/how-to/growth-strategies/2014/09/5-strategies-to-close-your-sales-year-strong.html
Why 64% of Salespeople Don't Close. (2018, May 03). Retrieved from https://www.thesalesboard.com/sales-articles/why-64-of-salespeople-dont-close/
Whitmore, J. (2015, May 05). 7 Tips for Mastering the Fine Art of Following Up. Retrieved from https://www.entrepreneur.com/article/245793