Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is about a concept I highly recommend which is about early stage deal closing. It doesn’t mean you close the deal right away. But these are principles you can put in place in your sales process to help you start converting more customers.
Strategies for Early Stage Closing
1. Identifying the challenges
- Oftentimes, the salesperson doesn’t recognize there are issues or objections the prospect is going to bring up.
- Figure out what objections you might get that will prevent you from helping the client move towards that goal. Then come up with the best known replies towards those objections.
- The problem is we don’t have any ammo so once these objections come out, we aren’t able to provide the best answers.
- Identify the objections early for that part of the sales process. Ask the client the top three challenges they have in the organization.
- Figure out an “considered need” they might have then offer them compelling reasons why they should look at doing it.
- Figure out the things needed for the client to be qualified for the next level. What are the objections others might bring up in their organization be it in the budget phase or the closing phase?
- Follow the 6 why’s and let the client answer those so you get to the bottom of the challenge. And try to uncover it in each stage of the process.
- Do not skip stages in your sales process. Don’t just wing it. Go as deep as you cant. Do your upfront work in the beginning.
- Don’t set appointments with people who are not qualified otherwise you get bad results eventually.
- Create a demonstration qualification document which includes all the qualifications needed at this point.
The Experience Economy by Jason Pine II and James H. Gilmore
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