The War Room
Best closing tactics
I'm on the SMB side of telecom, what are some tips and tricks everyone uses to close deals?
🥫 Consumer Goods
🏰 War Stories
Present options and give them something to pick (you, you or you…)
It is a very good option, I will put it into practice
My go to is always putting it back onto them about why they wanted to talk to us in the first place. Essentially reminding them that there was a reason they were looking for our solution and then making sure they see how we best help them get there according to the metrics they most care about.
I just find that getting them to think about it again causes them to flesh out their own priorities and I'm there to help them see we're the best option.
Senior Director, Enterprise Technology
This is solid advice. To push it further, of course challenge their thinking.
“There are a lot of good companies out there so why did you pick us?” is a great Chris Voss line.
Senior Sales Manager
The best tactic is authenticity, perspective and care
tell him about the biggest benefits and close the deal with a glasses of champagne
Assuming you already asked them why they jumped on the call in the first place and what motivated them to consider other options…I would recap with the solutions your service provides/problems you solve by going with you. Then keep the sale moving forward by providing next steps. If they keep agreeing to next steps, keep going. They’ll stop you if they’re not ready or have a concern. The fact that they’re on the call with you is because they see *enough* value to listen. They want to buy. Make it easy for them and keep moving forward.
Business Development Manager
Being fast and on top of it. Being clear in your next steps. I cannot stress enough how important it is to keep the process moving quickly and efficiently. You are there to solve a problem and make their life easier - do not make closing a long, hard or drawn out process. Quick. Simple. Efficient.
Discovery in the start about what they want and why. Then throughout the meeting going through each area they wanted and saying does this solve your problem. At the end saying, so you agreed we can solve all your problems, what do you have to do on your end to get this approved?
Act like the sale is already done. Make them pick between 2-3 options, make sure the option they have to chose is clearly the best. Make sure there is a reason for them to pick and create urgency.
Best follow-up tactics without pissing-off your prospects?
Best method for vetting competitors far in the sales cycle?
What is your best "closing a sale on vacation" story?
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