{"id":2548,"date":"2022-11-14T22:36:41","date_gmt":"2022-11-14T22:36:41","guid":{"rendered":"https:\/\/salesexcellenc.wpengine.com\/how-do-you-close-more-sales-opportunities\/"},"modified":"2022-11-16T13:14:34","modified_gmt":"2022-11-16T13:14:34","slug":"how-do-you-close-more-sales-opportunities","status":"publish","type":"post","link":"https:\/\/salesexcellence.com\/how-do-you-close-more-sales-opportunities\/","title":{"rendered":"How Do You Close More Sales Opportunities?"},"content":{"rendered":"<p>\u200d<\/p>\n<figure class=\"w-richtext-figure-type-video w-richtext-align-center\" style=\"padding-bottom:33.723653395784545%\" data-rt-type=\"video\" data-rt-align=\"center\" data-rt-max-height=\"33.723653395784545%\" data-rt-dimensions=\"854:480\" data-page-url=\"https:\/\/youtu.be\/iE-fJt49Akc\">\n<div><iframe allowfullscreen=\"true\" frameborder=\"0\" scrolling=\"no\" src=\"https:\/\/www.youtube.com\/embed\/iE-fJt49Akc\"><\/iframe><\/div>\n<\/figure>\n<p>1. We have to stop trying to close too early.Many times, we start working on our timetable instead of the customer\u2019s timetable. We put out a proposal prematurely even though the customer isn\u2019t very far along in their buying process because we want to close it. When we send out a proposal too early we\u2019ve introduced pricing too soon, before we\u2019ve really sold value, before we\u2019ve met various people involved in customers buying process ,and therefore we set ourselves up for failure. Trying to close too early puts pressure on the client and creates an adversarial relationship. We have to give ourselves a chance to close by closing at the right time and not rushing down to the end of our sales process when the customer is still early on in the buying process.<\/p>\n<p>\u200d<\/p>\n<p>2. We have to stop trying to close the wrong person.Too many times we meet one person in an account\u2013even a manager or director\u2013and we put a proposal together, thinking that they\u2019re ready to buy. Then the customer says they have to think about, meet with a committee, send to senior management who\u2019ll compare to other proposals and then let you know. You can\u2019t close the business because that person can\u2019t say yes, you have to meet more people involved in the process. First, we have to understand what the process is and who the people are that are involved in the process, then we have to get creative on how to meet more of those people. Bring other people into the discussion, trade them something they want to get more access. Meet more people involved in the process early on so toward the end we have access to the right people to ask to close the business.<\/p>\n<p>\u200d<\/p>\n<p>3. We have to stop expecting deals to close themselves.We\u2019ve become so used to using email for correspondence that we\u2019ve forgotten how to call customers on the phone or go see them in person. We type to them to try to close business.The problem is when you send a proposal to your client and ask them to read it, we\u2019re asking them to close themselves and then to call us back when they\u2019re ready to buy.We know the folly in this. We send proposals out and the customer doesn\u2019t do anything with it, then they don\u2019t take our calls, and we\u2019ve lost the chance to close the deal.<\/p>\n<p>\u200d<\/p>\n<p>4 .We have to present a proposal in person or live over the phone.You can do this via web conference, or get them on the phone and email the proposal over while you\u2019re speaking. This gives you opportunity to ask for closure. As you talk through it you can ask for closure, ask if they\u2019re ready to move forward and get started. We need to ask some sort of closing question to find out if they\u2019re ready to move forward or not.Sometimes we\u2019re afraid to ask because we\u2019re afraid of the no. But we can handle that, there are lots of ways to overcome objection. Getting a no isn\u2019t the biggest issue, the biggest issue is us sending an email over and letting them sit on it while we chase them.If we want to close more business, we have to put ourselves in a position where we can close. Don\u2019t try to close too early; don\u2019t try to close to the wrong person; don\u2019t expect it to close itself; go see the customer and ask closing questions. I\u2019m certain you\u2019ll see your closure rate increase.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>You could also phrase this question as, \u201chow do I increase my opportunity win rate or my closure rate?\u201d The main problem is that many salespeople don\u2019t put themselves in a position where they can close business. By that I mean that we make several mistakes along the way that put us in the position where we can\u2019t ask for closure. There are a number of things we have to do to increase the likelihood of being in a position to close. (VIDEO INCLUDED)<\/p>\n","protected":false},"author":3,"featured_media":2592,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[1],"tags":[],"class_list":["post-2548","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How Do You Close More Sales Opportunities? | Sales Excellence International<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/salesexcellence.com\/how-do-you-close-more-sales-opportunities\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How Do You Close More Sales Opportunities? | Sales Excellence International\" \/>\n<meta property=\"og:description\" content=\"You could also phrase this question as, \u201chow do I increase my opportunity win rate or my closure rate?\u201d The main problem is that many salespeople don\u2019t put themselves in a position where they can close business. By that I mean that we make several mistakes along the way that put us in the position where we can\u2019t ask for closure. There are a number of things we have to do to increase the likelihood of being in a position to close. (VIDEO INCLUDED)\" \/>\n<meta property=\"og:url\" content=\"https:\/\/salesexcellence.com\/how-do-you-close-more-sales-opportunities\/\" \/>\n<meta property=\"og:site_name\" content=\"Sales Excellence International\" \/>\n<meta property=\"article:published_time\" content=\"2022-11-14T22:36:41+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-11-16T13:14:34+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/salesexcellence.com\/wp-content\/uploads\/2022\/11\/5e0532ae1fdbd4044a3dd9ee_Screen-Shot-2019-12-26-at-2.21.44-PM-1-1024x671.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1024\" \/>\n\t<meta property=\"og:image:height\" content=\"671\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Bill Stinnett\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Bill Stinnett\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/salesexcellence.com\/how-do-you-close-more-sales-opportunities\/\",\"url\":\"https:\/\/salesexcellence.com\/how-do-you-close-more-sales-opportunities\/\",\"name\":\"How Do You Close More Sales Opportunities? 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