Want your salespeople to close more sales, save time, shorten the sales cycle, and progress a larger percentage of first-time appointments?
Here’s a no-cost sales technique that will help everyone of your salespeople to close more sales with a much shorter sales cycle.
Coach your salespeople to make this one simple change to their sales calls right away:
Every single time they meet a prospect coach them that they MUST make the next appointment before they leave.
That’s it – simple but highly impactful. Common sense – but not even close to common practice.
Suppose it’s your first appointment and you’ve agreed to prepare a proposal; don’t leave without looking for an appointment to meet with the prospect again to bring the proposal back to talk it through – as quickly as possible.
Fail to do this and the one or two week gap between the initial enthusiastic meeting and the client’s consideration of your proposal can drain the lifeforce out of your sales cycle.
There are just two possible responses when you ask to set the next appointment for a few days later:
1. She agrees.
You are already winning. If she’s prepared to meet you again then her interest looks genuine and you’ve immediately hacked a few weeks off your sales cycle. Also, your positive initial meeting won’t have had time to slip her mind. When you next meet she will remember why she was so enthusiastic and why she asked you to prepare a proposal.
2. She declines.
“You know, the rest of my week is just completely full” – “…and next week is even worse”. You push for the week after that again, and she suggests that you “simply mail in your proposal”. It seems that she may not want to solve the problem you’ve discussed badly enough want to see you again soon. So, either you haven’t done a good enough job of uncovering her real requirements and creating a vision of the way in which you can help her meet them; she’s not the real buying decision-maker; she doesn’t have a budget, or the need is not currently pressing.
Even this is good news – because now you have information you didn’t previously have. If you feel you’ve got the right person, with an existing budget, then you can flip back into the discovery process and try to recover things.
If you’ve got the wrong person then you can probe for the right one and start over with her instead.
If it’s simply a not a real opportunity then congratulate yourself – you just saved yourself wasted sales cycle time, energy and effort of preparing a proposal; the time and cost of numerous phone calls; and the disappointment as another one bites the dust. All of that time and energy can all be invested in more worthy prospects.
Your salespeople win something every time you ask for the next appointment on the current appointment – they’ll drive a shorter sales cycle, close more sales, win more information, obtain more clarity, save more time, or an earlier chance to opt out of a doomed sales opportunity.