| Topic : How can you make your sales force close deals faster? |
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BattleGround for Sales Professionals |
IT Sales and Business Development |
Customer Relationship Management |
4 more ...
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Activity:
183 views;
last activity : 03 10 2011 04:43:34 +0000
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Why sales people hesitate?
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Fear into Success
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Follow up regularly
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Hesitation
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sales close starts at sales beginning itself
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Negotiation Skills
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IN ISURANCE PLEASE GIVE AMOUNT AND SEE HIS REACTION.
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Be Confident
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'What is in it for me'
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Few reasons: 1. Fear of NO 2. Not sure whether customer has accepted all the benefits 3.Fear of new issues like Price\Competition etc 4.Customer will give the order. I have done my job 5.Lack of self confidence |
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Leathergy and importance of meeting time deadline.
Mr. Ashok fully agreed with you. Fear of NO or Failure is one of the opt reason, which we face on daily basis. Thanks
Dear Ashok,
In my experience I have seen people don't realize that closing is essentially a process rather than one particular action at the conclusion of a presentation. Move the prospect towards the close step by step. If you want to start closing sales fast, here is the thinking mistake sales people might be making which they need to avoid:
Fear of Failure
Fear of Criticism
Customers Are Busy
Recession factor....
It would be grt if you can share your insights on such critical subject.....
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Hi Turn your fears into success following are the tips: (Am trying to answer keeping the solutions) -Get clear on your market positioning -Pinpoint what it is that you're really afraid of -Use the things you don't like about sales to form a better approach -Examine the styles of those who do it effortlessly -Develop an authentic selling style that you feel really good about -Understand that selling is a numbers game, and that no-one closes every sale -Learn to look at sales rejection as an opportunity for learning -Don't take it personally -Pinpoint common objections, and address them -Boost your self-confidence and motivation -Think out of the box -Set realistic business goals -Consider practicing on your "safe list" first -Celebrate your wins! -Realize that often a "no" means "not yet" or "maybe".
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I agree that everyone who offers a deal, faces fear of rejection. But a sales professional needs to face the situation. Definately staying clear on self-position in the market makes him win half the race. But it is damm important to face the situation & interpreting it positively. When the sales person takes it honestly, he/she develops a lasting impact on the prospect.
yes when a customer says No they are just saying it because they need to say something, they'll be in the mode of "may be" or "Not Yet" mode, it depends on how one pursues and makes them believe is what important for the sales to happen.
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I think that to close the sales faster,salesperson need to follow up regularly to the customer so that the customer gets impressed with the proactive nature of the sales guy and understands that he is willing enough to addrees his needs and doubts which will surely help to get the deal done. |
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Golden Rule of Sales - Follow up Extensively . Absence of this can lead to competitor gaining ground . This can be due to lethargy, fear , manpower issues , but a critical ingredient
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When a sales person go to prospect he does not know that what they need and to whom he can meet (means MD of the company or Director, character and behavior) and after meeting you can see the sales person he is very confident to meet other prospect.
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a less informed, low on confidence,untrained salesman, will be a disaster right at the beginning of opening sales. fear of loosing the sale creates barriers around salesman. not able to communicate USPs of product effectively, and overcoming objections at the right time. above all not demanding an order. |
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I support both of the above points but main problem comes during Negotiation as Total selling and closed sales have different faces.
you can't make close your sales until you satisfy your customer with your negotiation even you have good product or good promotion schemes but until
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EACH INDUSTRY HAS ITS OWN DEMAND SO WORK ON BASICS.
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Be confident, ally fears, have orientation on target. If you approach wwith positive mind it is half done. |
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I truly believe in one things that's 'What is in it for me' until and unless a salesperson is not able to make the prospect understand the advantages of using the product or service I don't think it will get to close
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I face the same problem too |
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Ask the sales guru at http://groups.google.com/group/sales-guru |