Regardless of your industry, closing the deal is the focal point of your efforts. You want to seal the sale, sign the client, or win the contract. Too often, though, the need for completion overshadows the relationship building that must precede this point. If you’re wondering how to improve your strategies, consider the following six tips for speeding up the sales process.
1. Know Who Makes the Decisions
Nothing is worse than devoting all your time and energy to a pitch and realizing you’re not talking to the right person. It’s happened to almost everybody, and sometimes the final decision maker won’t be available to entertain your efforts. Even if you aren’t able to meet with them, though, you should try to identify them and follow up later. You’re unlikely to get a meeting with the head of marketing for a major corporation, but if you can learn their name, you can shoot them an email and introduce your sales pitch.
2. Be Your Authentic Self
The most effective salespeople understand that closing a deal is all about psychology. There must be a foundation of trust between both parties, and that trust must originate in your interactions with a prospective client. To cultivate this and build a relationship, you must always be your authentic self. If you’re approaching somebody with an artificial façade, they’ll be able to tell — and you probably won’t get the outcome you seek.
3. Attach a Deadline
Setting a deadline is one of the oldest tricks in the book for closing deals — but it’s not a trick. Your goal is not to create a false sense of urgency but to inspire action. If a prospective client knows that an opportunity disappears in a certain amount of time, they’ll be forced to contemplate its value, which will often lead to a sale.
4. Overcome Objections
It’s natural for your sales subjects to offer some objections when they’re listening to your pitch. To seal the deal, you must be able to address these objections calmly and counter their ideas confidently. This isn’t about pressure. It’s about persuasion. Consider the underlying concern that your audience may have — for example, they may fear losing money — and overcome these fears by demonstrating that your product or service can help them save money.
5. Speak to Your Customers’ True Goals
Just as you must consider the underlying fears that fuel an objection, you must also consider the goals that may motivate a purchase. Is your target client trying to expand their business? If so, your marketing services will directly assist in that objective. Even if the value of your services is apparent to you, it’s important to remember that it may not be immediately evident to your audience. Take the time to inquire about their pain points and long-term goals and tailor your pitch accordingly.
6. Know Your Competition
If you’re pitching a prospective client, your competition probably is, too. You shouldn’t assume that you’ve got a sale in the bag simply because your audience is responding receptively. Your pitch should always mention how your company differs from others — what value you can provide that others don’t. By subtly setting yourself apart from the competition, you can instill confidence in your prospective client, which will help you win the sale.
Don’t settle for subpar sales tactics when you can consistently close deals. Try these strategic approaches to fast-track the process and boost your sales.