3 Tips For Creating Sales Opportunities And Closing Deals
Some sellers struggle with transforming a lead into a sale. The struggle is not for a lack of effort, but it may be due to a lack of strategy.
As you’re engaging with prospects, never forget that they’re unique individuals with their own pains and problems they are trying to solve. Be empathetic to each buyer’s journey by meeting them at their speed and on their terms.
Use these three tips to create more sales opportunities and close more deals.
- Always provide value: There are signs that point to how your buyers perceive the value of your content. Perhaps the most obvious is this: If buyers don’t open what you send, you’re not convincing them of the value within.
Your sales software should be able to track data such as open rates, bounce rates, click-through rates and other conversion metrics for every piece of content you produce. Use this digital footprint as a gauge of how valuable your content is to buyers.
When following up with a buyer, a simple “just checking in” type of email provides no value. Make sure your messages provide something useful to the buyer, such as an interesting (and relevant) article or whitepaper.
If you want to see improvement or reproducible results, you must diligently collect data from your prospect engagement efforts.
- Avoid moving too fast: Appreciate the fact that you and your buyer have different priorities; they’re only going to buy when they are ready.
If you’re not mindful of the buyer timeline you risk turning your prospect off by making them feel rushed. Of course, it’s a seller’s job to accelerate the sale as much as possible, but you have to judge when it’s the right move to push the sale and when it’s best to slow down.
Moving slow might be aggravating for sellers in the short term, but over the long run it may provide the payoff you’re after.
- Cultivate conversations: Be sure to create value through conversations and approach prospects with open-ended questions that don’t have simple “yes” or “no” answers.
At the same time, create the opportunity to ask your questions, and don’t let the sound of dead air unnecessarily hurry the conversation. Stop talking after you ask your question and patiently wait for an answer. Long and awkward pauses might feel uncomfortable, but by talking through them you’re wasting an opportunity to learn more about your buyer.
In fact, a few moments of silence during a conversation is usually a sign that someone is gathering their thoughts, rather than an indication that they’re done speaking.
The Tellwise Nutshell (TTN): The buyer-seller relationship is aptly framed by the fable of the tortoise and the hare: Slow and steady wins the race. Create sales opportunities by warming your buyers over time and engaging with them on their terms. Then, close deals by providing unparalleled value.
Harness the power of data and start selling smarter and closing more deals. Try the Tellwise software for free today!