Sales is a never-ending process that every business owner must engage in. Sometimes it’s easy, sometimes it’s a challenge, but no matter how effective you are at building your pipeline, having a few new ideas is never a bad idea.
Closing more sales: quick tips to keep your pipeline moving
1. Know your customer and their pain points
If you haven’t yet established customer personas, get to it! Buyer personas are an invaluable tool that can help you get inside the head of your ideal client. Knowing their struggles is the first step toward solving their problem, and if you can do that (see below), you’ll have a winner.
2. Make sure you’re selling to the right person
There’s nothing worse than wasting your time on someone who isn’t in a position to make a buying decision. Doing a little research before you make the connection will help you land on the right desk, giving you a better chance at closing the sale.
3. Target several people at the same organization
If you are selling to a large organization, chances are that buying decisions are made by consensus. If you are connected to several people in the company, you likely have a better chance of closing the deal. Also, if your contact leaves the company or moves to another department, you won’t be left out in the cold.
4. Sell the solution, not the product
Your product or service might be the greatest thing since sliced bread, but what your customer really cares about is what it’s going to do for them. Put yourself in their shoes and craft your pitch around how you can make their life easier.
5. Keep your pipeline full
Focusing all your efforts on one buyer can lead to major disappointment if they decide to pull out in the eleventh hour. Maintaining prospects at every stage of the sales cycle will give you sustainable momentum and minimize wasted time.
6. Tap into your buyer’s emotions
We all have a good sense of ourselves, but what the buyer is really looking for is some understanding. When you can empathize with your prospect, you are better able to tap into their needs on an emotional level, giving you the chance to make a visceral connection.
7. Seeing the bigger picture: understanding the buyer’s future goals
In your communications, learn about your buyer’s short-term and long-term goals. Knowing this, you can bring it into the conversation at a later date, creating a sense of urgency.
8. Don’t take it personally
The most successful sales reps tend to develop a thick skin over time. Even if you have a tough customer, keep in mind that they are probably like that with everybody – it’s not just you. Don’t take anything too seriously and be ready to move on if the deal goes south.
Annapolis – do you need more sales inspiration? We’d love to help! My Annapolis Office is always ready to support you with flexible office solutions and admin support that helps you accomplish more. Drop by for a tour today or reach out directly to learn more about how we can help.
