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Want a higher close ratio?

While working harder may result in more deals closing, adjustments in the steps you take toward closing a deal may be more productive.  What approach can reveal potential improvements?

 

Evaluate your selling process

Review your selling process with the following considerations in mind.  It will be important to compare deals that have not closed to some that have.

  • What information do you have about the opportunity before you contact the customer?

  • What information are you gathering when you are in front of the customer?

  • How well does your proposal communicate the value your company offers?

  • How well does your proposal align with the customer’s interests?

  • What is your approach to presenting your proposals?

  • How are you approaching following up on proposals?

 

Victory stance

 

Decide on adjustments

Keep a list of potential improvements as you review.  Try not to judge or eliminate any ideas at the beginning of your review.  Once you have a list of ideas, prioritize those you believe will have the greatest return.

Making adjustments may require input and engagement from others in your organization.  Review the prioritized list with those internal contacts and try to finalize the list.

 

Make adjustments at a digestible pace

Considering your organization still needs to drive business while you are making adjustments, it is important to consider the pace at which changes are made.  Taking this approach will also enable you to see the impact of each change and will provide answers regarding where time should be invested going forward.

 

 

Marc Kitz, Sales Coach 

860-836-8979 

 

 

Checkout my Sales Coaching blog - https://marckitz.com/

 

 

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