“Thank you for your consideration.” These words are the typical polite response to a prospect turning down your deal. Often reps use this phrase as a farewell before walking away from a lost deal. But, it’s actually something you shouldn’t say.
You’ve led the prospect through the sales funnel. You finally ask, despite heart palpitations and hand sweat, for their business. And the answer is…no?
How you close your pitch is a make-or-break decision. So, you need to know the most effective ways to leave the potential client feeling a need for what you’re selling. Here are a few options.
Power statement: a statement that makes your product or service outstanding, understandable, credible (incredible) and buyable. A (non-traditional) statement that describes what you do and how you do it in terms of the customer and his or her perceived use or need for what you’re selling.
Breakup emails are a final call-to-action that shows you have noticed the client’s silence and are going to respond appropriately. This is the make-or-break. How will they respond?
There may be one sales challenge that you’ve never considered: Yourself. Some sales reps find themselves at the close with a ready and willing buyer, only to make a mistake and cause the deal to fall through.
Promising prospects can suddenly go silent despite your best efforts. So, what can you do to effectively rekindle communication?
Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.
One of the most challenging parts of selling is the close. There are so many tiny mistakes that can lessen your chances of making the sale.
The prospect won’t buy if he/she lacks confidence in you or your product. Obviously the faster you establish confidence in the selling process, the easier it will be to get to the next phase of the sale.
When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.
The sales process can be a long and arduous journey. Depending on the situation, what might start with a prospecting call in February could easily not close until March of the following year. With that kind of time spent, there’s nothing more frustrating than getting 99% of the way through a sale, only to watch it fall apart at the last minute.