Hi, everybody, Julie here from The Sales Ace, bringing you another sales tip to help skyrocket your business.
This week, I'd like to talk a little bit about a statement I hear from a lot of business owners:
This is an interesting one: normally when I am presented with this statement, I don't just look at what's happening at the end of the process. I like to take the business owner and the salespeople back and work through exactly what they're doing, and what they're saying throughout the whole sales process to try and understand why the close isn't happening. And the reason I do that is that (here's my little statement) “Closing doesn't happen at the end of the process. It starts at the very, very beginning.”
And a successful close only happens when you are asking the right questions, when you're finding out the right things, when you're knowing exactly what a customer's needs wants, issues and problems are, and presenting the solution therein.
If you don't close at that point, it tends to mean that your fact-finding and your knowledge about the process aren't complete. So, what we do in the situations where “my sales teams aren't closing”, is we track back and we look at absolutely every element of the sales process, make sure that we are asking the right questions, and getting the knowledge right before we then go through to closing the deal and asking for the business.
So for you out there, if you're a business owner, if you've got a sales team that isn’t closing, get them to look at the process, go through it with them. And if you're struggling, touch base with me because I'd be more than happy to help you.
That's it for this week!