Today, the sales process is a very long process, which requires a lot of your time and effort. For any sales professionals, the ultimate goal is closing the sales deals as fast and effectively as possible. Time is money, and for sales professionals, it sucks to see the pending deals. Here are 6 effective sales strategies that will help you close the sales deals faster and effectively.
1.Identify the decision maker
In B2C, it’s easy to identify your target audience who are probably the decision maker. However, for B2b industry, it’s trickier to identify the decision maker. Identifying the decision maker is crucial to a quick close. Many times the person you get contact to is not the decision maker. Try to ask the key contact the decision maker and do research on the decision maker with given information.
In this case, don’t forget to put yourself into the head of decision maker so you can craft a pitch to that’s person’s interest and preferences. If possible, do whatever you can to set up a meeting with the decision maker.
2.Focus on client’s interests
It’s important to let your clients know that you’re genuinely cared about clients’ problems and preference. Being pushy or calculated will create a bad impression for your clients. Don’t let them get the impression that you’re only cared about the deal. Let them feel that you really want to help them solve their problems.
Focus your questions and discussion on customer’s interest and problems and how you can help them overcome the problems.
3.Create a sense of urgency
One of the tricks is attaching a deadline to the deal in order to make your client know the value of your. Create an incentive for them to commit. It doesn’t mean that you need to rush the clients; it simply means that you’re creating reasons to make them know that your product/ service is the right choice and should be taken as soon as possible.
4.Handle the objections
Before giving the sales pitch, you should prepare your responses to potential objections from clients. The way you handle their objections will help you not only speed up the deals but also create a professional image about you. By having an outline of anticipated problems and a thoughtful analysis, you will not get panic when getting objection, and you can reduce the resistance.
5.Know your competitive advantages
Know your competitors and your competitive advantages. Knowing the areas that you are more competitive than your competition can help you close deals faster. Do research on your product/ service, your competitors and your client to determine whether your competitive advantages are to your clients’ interests. Try to identify something you’re doing that your competition is not as this normally is your biggest selling point.
6.Beware of what you say
Keep words simple, to the point and relevant to your business. It’s good to be personable with your own sense of humor and charm, but don’t cross the lines too much.