We asked a network of top sales people to share their tips on closing sales deals, but having observed thousands of great (and less great) sales people in action, our instant thoughts are:
Top sales people follow a well structured sales process
Great sales people always have really well balanced pipelines with a combination of opportunities at all the different stages of (what they have worked out to be) their well-structured sales process. They understand their numbers, their ratios and the fact that selling is a continuum – at every moment they need to be managing the pipeline in its entirety. They are just managing prospects along the “flow”. It is like air-traffic control landing planes.
Never miss an opportunity
Great salespeople understand the difference between the stage of a deal and the warmth of a deal. If something is “hot” a good salesperson will be all over it – it is like “whack-a-mole”; see it, hit it! They never miss an opportunity to capitalise on a deal that is staring them in the face.
Create excuses to talk
Great salespeople create constant excuses to talk to their key prospects – they rarely find themselves in a situation where their calls are no being taken/emails responded to and thrive on dealing with objections. They are not afraid to push for a close at the right moment, stay tenacious and persistent. They know it’s a numbers game and they know that fortune favours the brave.
We look forward to hearing your thoughts. Find the thread in our Managing Director’s LinkedIn feed or comment here.
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Take a look at our ideas for finding quick win sales to get you going in early 2021.