Three Essential Tasks To Up Your Game
You have looked at your closing ratio and thought: “I need to do better than this. But how?” Start by considering how well you do the three essential tasks to closing more sales: Prospect, Qualify and Follow-up.
Look for those potential customers who resemble your best customers. What business are they in? Which of the products you sell do they use? Is it a seasonal business? If so, when is the best time to sell to them? Then search for other companies with similar needs, which might just be divisions or other locations of your current best customers. (See Chapter 15)
Don’t spend a lot of time with customers who don’t have a current need you can fulfill. Ask good questions to find out whether they have a problem you can solve, if there is a budget to make the purchase, and above all, be selling to the one who can make the decision to buy. (More in Chapter 8.)
Once you have a qualified prospect, be sure to regularly keep it touch. Needs change. Budgets change. People change. Follow-up is very important in selling projects that have long sales cycles. Once you have closed the deal, follow-up to make sure the customer is satisfied, set up the next sale and get referrals. (More in Chapter 14.)
Don Crawford & Lois Carter Crawford