The secret tool you can use to close more sales
Reading time: 4 minutes.
If you had to choose a factor that directly influences the amount of sales you close, what would it be? According to Salesforce, teams that identify prospect pain points are 28% more likely to make a sale, but only 6 out of 10 salespeople feel like they really get to know the needs of their potential customers.
So that your sales goal is met, and even exceeded, we know of a resource that can help you and your team to be more productive and achieve a greater connection with your leads: A sales closing plan.
This initiative ensures that you and your potential customers are on the same page and that the process through the buyer journey is easier and faster. It also invites you to focus on the value of the solution you offer, rather than its specifics.
When to create a sales closing plan?
It is important that, from the discovery phase, you start talking with your prospects about topics that help you build this plan. For example, you can ask if they have previously purchased similar products or services.
If this is the first time buying something like what you offer, your closing plan should focus on how to buy and how to evaluate if your service is a good solution. Show yourself as the best ally in this discovery.
If you are already familiar with what you offer, focus your plan on the implementation of your service and the best practices to obtain an ideal result. In both cases, this resource will help you detect and eliminate bottlenecks in the process or other elements that are holding back progress.
How can I create a sales closing plan?
Este pThis plan can be very basic or very complex, depending on each team. Basically, you can create it based on strategic questions.
QUESTIONS ABOUT THE OBJECTIVES
WHAT ARE YOUR GOALS?
If your prospect doesn’t have their goals clear, they are unlikely to become a customer.
WHAT IS YOUR MOTIVATION? (WHY?)
People buy for more emotional than rational reasons. Know what your prospect has for the future and identify how your offer can help them achieve it.
WHAT CHANGES WOULD YOU NEED WITH THIS PLAN?
It is necessary to know what extra elements will be needed after the acquisition of the product or service in your company. For example, more staff, training sessions or budget reallocation.
IF YOU DO NOT KNOW THE ANSWERS TO THESE QUESTIONS, DO YOU KNOW WHO TO ASK THEM?
Your prospect should be aware of these topics, but if they aren’t, they should be able to consult with someone who has relevant information.
QUESTIONS ABOUT THE PROCESS
WHO IS RESPONSIBLE FOR THE PURCHASE?
Know who will use your product or service, how it will be implemented and which executive is in charge of approving the decision. Also, identify if a stakeholder has spoken out in favor of your competition and incorporate them into conversations so that they are on your side and avoid naysayers.
WHAT ARE YOUR MAIN CHALLENGES TO BUYING?
Identify obstacles as early as possible so you know early what to do to overcome them.
WHAT HAPPENS IF YOU DON’T MAKE THIS PURCHASE?
Know your prospect’s plan B. Help him to visualize the situation of his company if he does not agree to the purchase and, in case he has a second supplier option, it will be necessary to inquire and find out what your position is and how to improve it.
WHAT IS YOUR PERSONAL GOAL?
Some prospects have real interests, beyond making a profit for the company. Know those motivations and use them to advance the closing.
What do I do after I have a sales closing plan?
After coming up with your plan, follow these steps:
forward with the purchase.
2. Get buy-in from all stakeholders so they’re on the same page.
3. Respond to detractors to resolve their objections.
4. Define the buying process by asking questions like this:
– Who needs to be involved in the buying process?
– Does the purchase require any document to be coordinated, such as a request for information or a budget?
– Do we need to involve legal elements? –
– If an additional document is needed, how long will it take to obtain it?
A closing plan can streamline your sales process, especially with those prospects who will be highly profitable for your business. By asking the questions above and knowing their answers, you will strengthen your authority, learn more about your prospect’s pain, and be able to take advantage of this data to speed up the decision.
Remember that 79% of buyers want more than a simple seller, they want an advisor who adds value and helps them make the right decision. At Innova Marketing Solutions we are committed to this perspective, and we want you to offer your prospects constant support from your sales team. Get started by clicking here and scheduling a free consultation with our experts.