We often mistakenly think that closing a sale is only a matter for the sales team or business . However, this should not be the case. Closing sales is crucial for any business, as it directly affects revenue. Therefore, we must have a RevOps approach , as all of the company's operations, people, and technology must focus part of their efforts on making the buyer journey or purchase cycle as satisfactory as possible.
This helps salespeople close deals faster, more efficiently, with less friction, providing more value and a better experience for prospects.
datasocial purchasing cycle
How to close a sale effectively?
It's the million-dollar question, but first let's go back to the beginning so list of telegram users in italywe can answer. What is or what does closing a sale mean?
The closing phase of a sales process is the final stage in which an agreement is reached with the client and the sale is made . It is the moment in which the client's commitment to buy the product or service offered as a solution to their problems, desires or needs is obtained.
In this sense, what should be taken into account to successfully close a sale?
Is my customer ready to buy?: Not all customers will be ready to buy at the moment they come to us. It is important to follow a sales process and have a defined pipeline that includes different phases. Such as the prospecting phase, qualification phase, contact phase, presentation phase or follow-up phase. Each of these phases has a specific objective and helps prepare the customer for the closing phase.
When is the prospect ready to buy? : The closing phase begins when the customer has shown real interest in the product or service and a relationship of trust has been established with the seller. In this phase, it is important to use effective closing techniques to guide the customer to make a purchase decision.
Personalize and contextualize the closing of the sale : as a salesperson, you can use different processes and tactics to speed up a sale. However, we must keep in mind that we are making the sale to a person. This person has different qualities, circumstances and situations than other clients who have already purchased the same product or service. Therefore, during the previous phases, we must discover how our brand helps them, and personalize and contextualize what we offer as much as possible to their current situation. Be the solution to the reasons that brought them to us.
Qualification: This is key, since if we have NOT done a good job in this phase, it is likely that sales will stagnate; and even if we put a lot of effort into it, they will not close. There are different techniques to do this, but as far as possible, create a process and even automate it , since this phase can be a great source of wasted energy. Are you going to sign up for our workshop to learn how to do a lead scoring ?
