The closer is an important position within your sales team, but it can be difficult to find someone who is a great fit. There are a number of things you should do to identify a potential sale, including asking the right questions and explaining everything in detail.
Ask questions to determine if there’s a good fit
Asking the right questions can help you determine whether or not there’s a good fit between you and a sales closer. You want to ask questions that aren’t overly complicated and don’t focus on the specific features of your product. Instead, you’ll be able to gain insight into the buying process, the pain points of your buyer, and his/her needs.
The most effective sellers know how to ask the right sales questions. In fact, the RAIN Selling framework revolves around asking questions that uncover a buyer’s aspirations and afflictions.
During the interview, ask your candidate about his/her experience with past companies. This will give you an idea of what they’ve learned about company culture and values. Also, pay attention to any complaints they have. If they take criticism personally, then they might be a bad fit for your team.
The next step is to ask them about their career path. This will give you a good idea of where they’re headed and how they’ve been able to overcome struggles.
After that, you should ask a follow-up question. For example, you could ask, “If you were the sales manager, what would your ideal salesperson look like?” Your prospect will probably have some ideas for you. Another good question is, “What do you do when you’re not in the office?”
It’s important to get a feeling for your buyer’s interests. These can be gathered from their off-work activities, their business, and their career path. Taking the time to listen to your buyer can really help you make a good connection.
Finally, you need to determine if they have any specific goals. A great closer will ask them about their aspirations. Their goals can also help you focus on the positives of your solution and drive your prospect to act.
To ensure that your closing is a success, ask questions that will get you to the next step in the process. The best closers will use the information you gather to build a relationship and help your buyer see the return on investment. Ultimately, you want to make sure that your prospect feels that you’re a team player.
Follow up negotiations with a branded digital proposal
In terms of follow up marketing, there is no substitute for a little chutzpah. If you’re looking to close the deal, there are many ways to go about it. Some companies have found success with a combination of direct mail and email. Others have found that an outbound phone call will get you further down the road. No matter what your strategy is, make sure to keep the line of communication open. After all, you never know when you’ll need to call on a client to get something done. Plus, it’s a nice way to show your appreciation.
For instance, one of the best strategies is to find out when your prospective clients are free to talk. This can be accomplished by sending a brief but polite email in the wee hours of the morning, or by setting up a phone appointment after work. As a matter of fact, some firms have even found that phone calls yield better results, especially for larger deals.
Explain everything in detail
When it comes to the best way to close a sale, there is no one size fits all approach. There is a need to tailor your sales strategy to your individual prospects and to their specific needs. It is also important to consider what they have to say before you jump in with both feet.
