Great salespeople understand closing the deal is a process beginning with the first contact. They are diligent in following the sales process. Today with the business world in turmoil from a pandemic, salespeople are not meeting face-to-face with prospects. The fundamental elements of the sales process are applied using tele-conferencing and other remote means. Great salespeople have risen to the challenge of closing the deal remotely.
Closing The Deal Is A Process
Every great salesperson has a selling process. The process works to convince the buyer the pain of changing is less than the pain of staying the same. The salesperson first establishes rapport with the prospect building trust and respect. Once they have the decision maker’s attention, they seek to understand the buyer’s problem (or need, or want, or pain) what it is costing them and the benefit of making a change. Great salespeople discuss the budget with the prospect. When all these steps line up it’s time to be closing the deal….