Happy Friday, you lovely humans..and to the lizard people in this community, greetings.
So, yesterday I posted a poll that asked how many times you close throughout your deal cycles, and I appreciate all those that voted and @funcoupons @WCK @paddy @CuriousFox @UrAssIsSaaS @BigMeech @GrizzleMcThornBody @avocadobegood @Justatitle and @HindsightHarry for engaging with comments. This is what drives discussion, and we love to see it.
Anyways this post was spurred after watching this video from John Barrows: https://bit.ly/3jRBXlO
The content dives into how to improve your close rate, and what I took away from that is that you have to close multiple times throughout the deal cycle to get to the big finish: a won deal.
- On your first cold call: booking a demo
- On your discovery call: upfront contract (only Sandler bit that I like)
- On your discovery call: setting clear next steps that everyone agrees to
- On your demo: upfront contract
- On your demo: setting clear next steps
- On your legal and finance call: upfront contract
- On your legal and finance call: pricing and redline agreements
- On your legal and finance call: setting clear next steps
- On your closing call: upfront contract
- On your closing call: trial close
- On your closing call: verbal yes
- Post-sale: Asking for referrals
There could be dozens more sprinkled in, but you get the point. You are constantly closing during the deal.
Now, 26 of you said you close one. Let me ask each of you this: what is your current close rate? How could you improve it if you got more "closes" during the sales process? I reckon it would improve dramatically, or at the very least, help you close-lost more deals early in the pipeline rather than being ghosted at the end of the process.
I would strongly suggest that each of you take the time to watch that demo at some point in the next week and see what you can do to improve your pipeline in August, and the last month of Q3. Maybe you add it to your post-call notes with a "close(s) from this call" section. Use that to drive urgency and use it, to be honest with yourself: is this deal real, or am I wasting time?
Anyways, if you are reading this far...Go Pats.