Closing more sales. Its hard work.

Much has been written about this subject as it remains most important, were the rubber meets the road, were the cash is created, and clearly it is a critical matter and deserves further analysis, how to maximize closing a sale, any sale.

I have a number of views regarding this issue and also remind you that other entrees into this blog also discuss this matter.

There are a few strategies that converge together that if understood and implemented successfully will yield the best results.

1. The number of calls made per day, bonafide calls to real decision makers not gate keepers, to people qualified and capable of making a buying decision is a key factor in determining the outcome. The more calls the more success.

If you make 50 calls and talk to only 5 decision makers, the likelihood of a sale is low, if you make 100 calls and talk to 15 -20 decision makers, the numbers increase accordingly.

Interestingly the more calls one makes the greater the percentage of decision makers will be reached and thus the more sales will be made. Its the way it works out, statistics are never evenly disbursed. Thus the more you call the more bonafide decision makers you will reach, its that simple.

To maximize your closing ratio the first thing you do is increase your sales volume…easy, obvious and it works.

2. If we agree that closing sales is more about creating a relationship then actual salesmanship then you will also agree that the number and quality of contacts with the prospect is critical in making the sale occur. If its one call, thank you, slam bang, then you are marketing to the low hanging fruit, the easy ones, far and few between but easy when you find them.

If however you are interested in truly harvesting a steady flow of business then you must be prepared to develop  relationships and to do this one must make many contacts with the same person, hearing no thanks many times and eventually a no will turn into a yes without a sophisticated sales rap. It just happens because along the way a relationship was established and the sale was closed on the coat tails of that relationship.

In short, one must focus on conversation not hard salesmanship to develop the relationship, more along finding out how you can benefit your prospect, customize your services, demonstrate how it will serve them better then other options. Soft selling  and service oriented not hard closing.

Thus since the national average of rejections prior to a yes,  is 8 inquiries, the faster and more efficiently we can get through the 8 attempts the sooner we will hit pay dirt.

3. To maximize your relationship building and to increase the  number of contacts, utilize every tool you have. Thus if you start of with a mailing and then move to a phone call, and then follow up the phone call with a thank you fax or email, you got three contacts surrounding one direct communication.  When you call again, and follow up with a second thank you fax or email or send further information, you are already up to five contacts and a yes is warming up, on the way.

Use all the communications tools you possess and shower them with contact, respectfully, without harassing them or bothering them and you increase the closing ratio. Every contact is a selling opportunity and must be viewed as such and executed accordingly. But you must get to 8 contacts before you begin to expect results.

Do not hard sell, you do not have to, if you are selling the right product or service to the right prospect and its priced right, let the relationship building take its course and carry you to the close.

Keep score with a sales data base program like ACT so you can schedule repeat contact and note the discussion during the last contact. This allows you to stay on the same topic and keep the communication going. You can pick up were you left off as your data base allows you to keep notes.

4. It may take 6 months or longer, it may require 15 contacts, but so what, a yes is coming your way, you just have to be patient.

5. Customize the sale to meet the needs of the client, using their information, pretend your working for the client and maximize his return from your sale by matching it to his needs.

6. Use referrals. Success breeds success and a referral from a like kind client who had success with your product or service is a huge testimonial and works well.  Solicit testimonials from successful clients and ask for referrals from them.

Use these pointers and yes your closing rate will increase dramatically.

Its hard work, there are no short cuts and lots of competition, but hard work intelligently applied wins in the long run.

Follow these procedures and strategies and you will close more sales. Call if you need help 413-549-2966.