“Always wait for the right moment to close”

 

I was basically a fresher coming into a field I had very little experience on. Sales! At first, when I was informed that I would be the first recruit of the startup for constituting a sales team, I was caught at crossroads. I, having volunteered for professional organizations like IEEE, did not exactly  know how sales at the corporate level worked. Thankfully my CEO was supportive and gave me a few tips and a couple of ‘heads up’.

What I learned

“Closing” is only a part of the process but yes the final and the part where the money starts flowing. A sales pitch depends a lot saying the right things at the right time and at the right place. It also needs a constant follow up at regular intervals and each call or mail must have more details than the previous one. This actually increases client interest.

It always takes time for a deal to close. You may get a lot of leads/prospects but only a percentage of them actually convert to your sales. When I had closed my first deal, I had already gone through 500+ cold emails and 100s of calls. From that, I was able to convert one. The first few months were really frustrating but ultimately when it converts, it sure did “put a smile on my face.”

So basically constant follow-ups and adapting yourself with each call is the key to be a good salesperson.

The closing

Like I said before, getting more information on each follow-up call, make sure it does not waste your time. We may keep on following up on our prospects under the impression that the deal will get closed and ultimately the person says “no”.

You talk to your customers, qualify them, make sure they are the right fit for you. Once you have made sure they are a good fit, then make your pitch. Don’t make it too complicated, make it simple, easy and direct. At this juncture, they tend to say “No” mainly citing “budget constraints, have shelved the plan, will get back after discussing” etc. Don’t take that to your heart. The first doubtfulness is a friend.

From this point on you can start convincing how our product will improve their businesses, make their lives easier, etc. These talks must be unique for each client as the requirements and needs may vary. Once you feel you have got them in your corner, push for the close.

Pushing for a close from the sales side helps more deals to be worked out rather than waiting for confirmation from the customer side.

Don’t be hesitant to push for the close.

Stare in the face of REJECTION

During the process of negotiations and sales pitch, one must be well prepared to hear a lot of “no’s”. Some clients may not get convinced by whatever you have said and will back off. Don’t worry about it.

The key is to walk it off and get on with the next. Never be afraid of rejection, it happens. Maybe, you get a deal closed after getting 10 rejections. Never stop trying and each rejection is a lesson on what changes we can make before the next pitch.

If a customer says “no” don’t give up just yet. Ask “ how you can get him on board or what concerns him and the changes you can make”. If that goes well with your company policy we can increase the chances of closing it. Even after these deliberations, the customer is unwilling, end of the story, get on with the next one. In sales, one must reset every day in order to achieve the next.

If the answer is “NO”, accept it, embrace it. Make it a part of your process.

 

Now go break some eggs. Cheers.