Is your team closing all the sales they should? Are you exceeding your sales targets? Are your sales targets too low because you can't hit the real ones?
All top organizations ask these questions, you should too! If you don't know your closing percentage, exactly and by salesperson, then you have no idea how well your team is really performing.
No matter whether you run a retail business, are B2B direct, wholesaler, or even a combination, you must measure your sales closing ratio. If you can measure it, you can manage it.
It is amazing how easy it is to set up these metrics and track them. If you are a smaller business you can do it manually on a simple Excel spreadsheet.
Closing the sale does not mean just asking for the sale. But it still amazes me how many salespeople do not even ask. Overcoming objections, listening, and having multiple tools at hand is what often separates good closers from weak ones.
Does your sales staff know an assumptive close, a secondary close, order form close, referral close, the 'T' close, the invitation and others? Or do they ""wing it""?
Closing should be a natural by-product of the sales process. When you genuinely try to determine the customer's needs and fulfill them with the best possible solution, it is an easy transition to close the sale.
Many sales people lose track of the sales sequence that must occur to come to a successful conclusion; but, that is for another newsletter. Remember these closing tips:
- Track the closing ratio by salesperson
- Review closing ratios by salesperson, by team
- Review closing techniques with the team
- Practice at least 4-5 different closing techniques
- Practice finding customer needs and designing solutions
Want to improve your sales team and its performance??? Having trouble making the numbers??? Contact: steveburgess@ichoose2be.com for further information and an initial discussion.
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