The secret tool you can use to close many more sales

The secret tool you can use to close many more sales

Reading time: 4 minutes

If you had to pick one factor that directly influences the number of sales you close, what would it be? According to Salesforce, teams that identify prospect pain points are 28% more likely to make a sale, but only 6 out of 10 salespeople feel they really get to know their prospects' needs.

In order for your sales goal to be met, and even exceeded, we know of a resource that can help you and your team be more productive and achieve a greater connection with your leads: A sales closing plan.

This initiative ensures that you and your potential customers are on the same page and that the process through the buyer's journey is easier and faster. It also invites you to focus on the value of the solution you offer, rather than its specific features.

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When to create a sales closing plan?

It is important that, from the discovery phase, you begin to talk with your prospects about issues that will help you build this plan. For example, you can ask them if they have purchased similar products or services before.

If this is the first time you are buying something like what you are offering, your closing plan should focus on how to buy and how to evaluate if your service is a good solution. Show yourself as the best ally in this discovery.

If you're already familiar with what you offer, focus your plan on implementing your service and on best practices for a successful outcome. In both cases, this resource will help you detect and eliminate bottlenecks in the process or other elements that are holding you back.

How do I create a sales closing plan?

This plan can be very basic or very complex, depending on each team. Basically, you can create it based on strategic questions.

Questions about the objectives
What are your goals?

If your prospect does not have clear goals, it is unlikely that he will become a client.

What's your motivation? (Why?)

People buy for more emotional than rational reasons. Know what future expectation your prospect has and identify how your offer can help them achieve it.

What changes would you need with this plan?

It is necessary to know what extra elements will be needed after the acquisition of the product or service in your company. For example, more staff, training sessions or budget reallocation.

If you don't know the answers to these questions, do you know who to ask?

Your prospect should be aware of these issues, but if they are not, they should be able to consult with someone who has relevant information.

Questions about the process
Who is responsible for the purchase?

Know who will use your product or service, how it will be implemented and which executive is in charge of approving the decision. Also, identify whether a stakeholder has spoken out in favor of your competition and bring them into the conversation so that they are on your side and avoid detractors.

What are your main buying challenges?

Identify the obstacles as soon as possible so that you will know soon what to do to overcome them.

Practical guide to increase your conversion rate
and close more business.

What happens if you don't make this purchase?

Know your prospect's plan B. Help him/her visualize the situation of your company if he/she does not agree to the purchase and, in case he/she has a second option of supplier, it will be necessary to investigate and know what your position is and how to improve it.

What is your personal goal?

Some prospects have real interests beyond making a profit for the company. Know these motivations and use them to move forward with the closing.

What do I do after I have a sales closing plan?

After devising your plan, follow these steps:

Ask the prospectus to review it and formally present it. Ask how you can help him or her move forward with the purchase.

2. Obtain the acceptance of all interested parties so that they are in tune.

3. Respond to the detractors in order to resolve their objections.

4. Define the purchasing process by asking questions like this:

- Who needs to be involved in the purchase process?

- Does the purchase require any document to be coordinated, such as a request for information or an estimate?

- Do we need to involve legal elements? –

- If an additional document is needed, how long will it take to obtain it?

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A closing plan can speed up your sales process, especially with those prospects who will be highly profitable to your business. By asking the above questions and knowing their answers, you will strengthen your authority, learn more about your prospect's pain and be able to leverage this data to speed up the decision.

Remember that 79% of buyers want more than just a seller, they want an advisor who will add value and help them make the right decision. At Innova Marketing Solutions we are committed to this perspective, and we want you to offer your prospects constant support from your sales team. Start achieving this by clicking here and scheduling a free consultation with our experts.