You aced your sales presentation two days ago. You walked out the door thinking the sale was in the bag, but they weren’t quite ready to commit. You don’t want to seem too eager. Should you call? Send an email? Pen a thank you note? Bespeak’s TJ Button is a results-driven sales trainer who has been surpassing his revenue goals for over 20 years. Here are his five surefire ways to close a deal:
#1 – Get ALL the Decision Makers Together
Make sure you have everyone at the table who is involved in the decision-making. The biggest challenge in B2B sales is getting ALL the decision makers to the table at one time for a presentation. 80% of the time when someone agrees to meet with a Bespeak partner, they are not the only decision maker, and most of the time they aren’t the owner. Often, they are a GM or manager. The objection to buying on the spot is that the prospect has to talk to whomever (the owner, their spouse, partner, etc.) before moving forward. This is the “objection” where most of us hit a roadblock because we are relying on the person we presented to convey all the information that was presented to them, which is impossible to reiterate successfully with their limited knowledge of the product.
#2 – Follow-Up Starts During the Presentation
Remember, the follow-up starts during the sales presentation, not after! If they are not ready to close the deal that day, ask your prospective client the best way to get their attention to check in, but not be annoying. I try to set up my follow-up appointment or try to get a timeframe as to when they will make a decision, and then confirm with them that I will follow up on that date.
#3 – Let the Prospect Tell You What the Next Steps Are
Customers buy when they are ready to buy, not when you are ready to sell. If they are not prepared to move forward that day, the best question you can ask is “are there any questions or concerns that I can answer for you?” Let them tell you what the next steps are and make a clearly-defined plan for the future. Make sure you:
- Ask for the sale at the meeting
- Identify why they aren’t buying today or what their reservations or objections are
- Ask the potential merchant if they’re not buying today, what the next steps should be
- Follow the steps your prospective merchant has laid out
If after the follow-up process is complete, they still don’t buy, then the merchant should be placed into a trickle campaign or follow-up campaign so that your name stays in front of the merchant. That way, when they are ready to buy, they remember you!
#4 – Send a Personalized Thank-You
A handwritten thank-you note is not just a thoughtful gesture or show of politeness, it is the next step in your business relationship. I write a handwritten note thanking them for their time. Keep it professional and brief, with reference points from your meeting and a clear indication of what the next steps will be.
#5 – Keep Trying! Remember 5X!
A painful truth is that the majority of sales require five follow-ups, but more than half of all salespeople give up after just one call. It might seem awkward, but keep trying. Only 8% of salespeople will keep trying five times or more, so that 8% of sales reps are driving 80% of sales. Being that 8% gives you an advantage.
TJ Button was Bespeak’s first licensee a decade ago. His favorite part of being a partner is collaborating with his peers on how to better reach goals. He enjoys scuba diving in Mexico and fishing on Minnesota’s many lakes. Follow him on LinkedIn.