Close Every Sales Call

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How Long Are You Going to Chase That Order?

 

You've called on the prospect several times.  You established their need for your products over what they use. You demonstrated how your product would solve their problem and increase their value. You answered every objection and supplied all the information they requested.

CLOSE!

 

They say no or not now and you ask them - What stands in the way?  You handle the objections (tactics in my book) and CLOSE

 

 

How long are you going to chase that order?

 

If you have properly vetted and qualified the prospect, you should already know they need and can use your product.  The sales process should not become a long, drawn-out series of meetings, proposals and follow-up calls.

 

In most cases, I believe you should be able to complete the process in no more than THREE sales calls.

Yes, it is possible to close the order on the first call!  And with my process, it happened all the time!

 

Too many salespeople assume they need to go back to the office, prepare a proposal and schedule another meeting.  Unless the sale is large or complicated, I was never a big fan of proposals.

 

“I'll prepare a proposal” really means:  “I'm willing to leave without asking for the order!”

 

If something legitimate still needs to be addressed, take care of it on the THIRD call.

Plug the remaining hole and...

CLOSE THE ORDER!

 

But what if the customer says: “I'm just not ready to buy today.”

Then close on WHEN!

• “Is there a specific reason you can't move forward today?”
• “When will you be ready?”
• “What needs to happen before you can make the decision?”

 

Don't accept an undefined delay.

• If their budget becomes available on October 1, close on the date you will return and finalize the order.
• If they need another person involved, close on a meeting with that person.
• If there is another objection, uncover it and address it.
• “Not today” doesn't mean the sales call is over!

 

You need to establish what is preventing the sale and close on the next step.

 

But what if you have handled every objection, plugged every hole, supplied everything requested and demonstrated the increased value to the customer?  What if they even agree that your product will solve their problem...   But they STILL don't buy?

 

There is a good chance you aren't talking to the real Decision Maker!

They may have told you they were the Decision Maker.

They may even BELIEVE they are the Decision Maker.

But Decision Makers make decisions!

 

Ask them: “We have established that this will solve the problem, and I believe I have answered all your questions. Is there anyone else who needs to approve this before we can move forward?”

 

You may discover that a boss, owner, partner, purchasing agent or someone else still needs to say YES.

 

Now you know what the next step needs to be.

Get in front of the REAL Decision Maker!

 

What you should NOT have is another vague promise to “think about it” while you continue calling, emailing and preparing more information that nobody requested.

 

There comes a point when follow-up becomes...

NON-SALES ACTIVITY!

 

The time you spend chasing an order you are never going to get is time you cannot spend finding one you CAN close.

 

Be persistent.  Answer every objection. Fill every hole. Demonstrate the increased value and ASK for the order! If the answer is “not today,” close on WHEN. If they still can't make the decision, find out who can.

But don't keep making the same sales call over and over again.

 

Ask yourself... (please don't lie to yourself)

How Long Are You Going to Chase That Order?