Too many salespeople do almost everything right when pursuing a prospect but fail to ring the cash register because they can’t close the deal. Why is that?
Maybe they're afraid of hearing “no.” Maybe they think they'll come across as pushy if they ask for the sale. Maybe they just don't know how to overcome the objections buyers use to stop sales from moving forward.
Whatever the reason, they're not reaching their potential and it's hurting your organization and their careers.To help you build a team of sales professionals that get results, we invite you to check out – Effective Closing: Converting Prospects to Paid Accounts - a new sales coaching tool that's guaranteed to help your reps become more effective closers.
Each of the 3 topics in this kit includes:
Short-form: Just six to 10 minutes long. Today's adult learners can't sit for extended periods of time absorbing training material.
Single-Concept: Teaching people just one concept at a time vastly increases the likelihood that learning will be retained and deployed successfully. Each program delivers a single "aha moment".
Research-based: Learners that perceive their training as credible drives a higher level of behavior change.
The research says you’ll get high engagement and high knowledge retention if you structure training events in short segments that focus on one, research-based concept, not three, or four or five.
How to Help Prospects Get the Internal Buy-In They Need to Close the Deal (5:56)
Let’s face it: You can’t force your way into a closed-door meeting if the buyer doesn’t want you there. The harder you push, the more the buyer’s defenses go up. And before you know it, you’ve gone from trusted advisor to obnoxious pushy salesperson. But even if you’re locked out of that meeting, you can still have a powerful influence over what happens during the discussion. And you can do it without stepping out of your role as the buyer’s advisor. In this Quick Take, you will learn how to influence the buying decision – even when you’ve been locked out of the process, and the key question you must ask when the buyer says, “I’ll have to talk this over with the team”.
Overcoming Purchase Anxiety: How to Close Buyers Who Just Can't Make a Decision (7:55)
You’ve addressed every objection, outlasted every competitor and explored every need. Now the moment has arrived. You ask for the sale. Your customer looks nervous, hesitates and finally says, “I need some more time to think about it.” Sound familiar? This is called Purchase Anxiety and it can stop a sale dead in its tracks. In this Quick Take, you will learn: Which questions are likely to INCREASE your buyer’s anxiety; the number-one pitfall to avoid when facing a buyer with purchase anxiety; and the four rules that will help you defuse purchase anxiety.
The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises (7:19)
Don’t sell past the close. You’ve heard that a million times. Once the customer says yes, just say, “Thank you very much and let’s get started.” The problem is, some customers still have unfinished business. And if you ignore it, you could find that sale slipping away. In this Quick Take, you will learn how to use the Post Close: a simple yet powerful technique that can help you test your new buyer’s commitment and protect your sales against last-minute surprises.