We are very quickly approaching the festive season – and wrapping things up may be on your mind. But if you are in sales, wrapping things up as we come to the end of the year does not bring pretty paper and fancy ribbons to mind – we are thinking about closing sales.
If you have sales proposals outstanding that you’ve made over the previous few months, you may find that some just seem to be on hold, impossible to move forward. It is important to understand the “why” behind the stall before you can move past it.
The basic reason for most stalled sales is that you have failed to hit the pressure point that would create urgency on the side of the prospect to purchase your solution. Your prospect must believe that it is worth making a change right now. To move a stalled sale forward, the proposed solution needs to move from “nice to have” to “when can we get it?” In short, right now it may be nice to know about your offering, but there is no urgency to get it installed. If you find yourself pushing to close in these situations, some of the sales tools and tips below might help you wrap things up:
- Why buy? To move a sale forward, it is vital that you appeal to the prospect’s needs. What business driver or current issue is your solution addressing? Using sales scoops you can approach a prospect with the understanding that they have had a recent management change or have a current initiative as their focus. Your solution should speak to their situation. Sales conversion rates increase when you can demonstrate measurable impacts like how you will reduce operating expenses. You can leverage Triggers to keep sales reps on top of the most current opportunities at prospect organizations and enable them to use the intelligence to keep the lines of communication open, and impress upon prospects how the proposed solution will solve a current need.
- Why you? Leverage your existing satisfied customers to show the value you bring by sharing case studies or customer satisfaction reports. During sales meetings, share examples of similar customers and the success that they have gained by implementing your solution. By showing how your customers have overcome challenges, and how you share in their success, you not only show how you can deliver success, but you impress upon the prospect how important the satisfaction of your customers is to your organization. Companies want to work with organizations who value their customers. High customer satisfaction is a very strong selling point.
- Who is at the table? Closing a sale requires on average between 4-5 decision makers give their sign off. Often sales are held up because the modern sales environment is a multi-stakeholder sale, and yet relevant decision makers are not typically involved throughout the process. Leveraging a sales intelligence solution that provides detailed organizational charts gives you visibility into the decision making structure of the IT, Marketing and Finance departments. You have the power to loop the relevant decision makers into the process earlier on to ensure that the close won’t be held up because the finance guy has not been included in meetings and has to be brought up to speed.
- Stay focused on selling. When working several deals, it is vital to the close that your sales teams stay current on organizational changes and activities at prospect accounts, but the burden of research can take valuable time away from the sales process. This issue is one of the biggest challenges that sales teams face. Save the sales team’s time for selling by using a sales intelligence solution that not only updates the contacts and contact information within target accounts as they change, but one that provides the information when and where sales teams need it. You will want a system that integrates seamlessly into Salesforce or other CRM solutions and is available in the office or on their mobile devices so that the information they need is at their fingertips where they use it. By implementing a solution like this, the sales team can sell while the data intelligence provider does what they do best – constant industry research to keep your team informed of all the latest changes.
The modern sales environment is complicated, and the situation within prospect accounts changes frequently – it is the nature of business today. Utilizing a sales intelligence solution gives you up-to-date actionable data into opportunities, changes and initiatives in prospect organizations. The power to speak to prospects with real intelligence and insight into what they need will enable your sales teams to close those deals. It is that simple – wrap up the year with intelligence.
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