There are more reasons than ever for your prospects drag their feet when it’s time to close a sale with you. Here are a few things you can do on your end to help speed up sales, according to Claire Murdough, writing for HubSpot.
Be More Efficient at Scheduling Meetings
All too often, scheduling a meeting with a prospect turns into a never-ending game of email or phone tag. Instead of asking your prospect what day and time will work for them, suggest a day and time. Include in your message that it’s fine if that time doesn’t work for them, but that they should suggest a day and time that works for them in its stead. Or, you can use a scheduling tool that lets the prospect pick from your available dates and times. Reduce the back and forth of scheduling and speed up sales.
Utilize Current Client Recommendations
Consumers want proof that the purchases they plan to make are worth it. That’s why many of them turn to product and service reviews online. You can speed up sales by making sure your own reviews are easy to find and show off during sales meetings. More likely than not, your prospect will do their research on you before your first full meeting. Even so, it’s good to have recommendations from current clients handy, especially if that client experienced a pre-buying concern that is common among your prospects.
Expose Objections ASAP
Objections are an inevitable time eater. To speed up sales, you need to ask the dreaded question, “Are there any reasons you see this product or service not working for you?” as soon as you’ve educated your prospect on your product or service. “The exact points at which to ask varies based on your sales cycle,” says Murdough, “however, most salespeople should start seriously hunting for objections after the discovery call.” Get the objections out of the way quickly and you’ll get to the close faster.