How to shorten your sales cycle and close any sale fast

How do you accelerate the sales cycle to arrive to the highly prized sales? Here are seven golden rules that will help you achieve all that!

Transcript

1. Liinea.com 7 GOLDEN RULES HOW TO SELL FAST www.liinea.com/worshops
2. Liinea.com How do you accelerate the sales cycle to arrive to the highly prized sales? Here are seven golden rules that will help you achieve all that
3. Liinea.com 1. Get commitment What can be easier than to ask: “What will it take for you to become our customer ?” “How fast can you make a decision?” “What is the decision-making process for this kind of purchase?” “What information can I provide you with to help you to advance the internal conversation? ”
4. Liinea.com 2. Don't shy away from working on objections Objections are very good because they allow you to understand the way your prospects think. Working on the objections will increase the prospects confidence in your offer • Reveal objections by asking the questions: • Do you have any concerns about […]? • You seem a little worried about […]. What are your thoughts? • Can you see any roadblocks that might stop you from buying […]? • One of the ways to address concerns is to tell stories about other customers. Share how they felt uncertain until they learned about the advantages of your solution or until ultimately realised they would save time and even money. In short, references work • Addressing common "worries" proactively is another way of dealing with objections
5. Liinea.com 3. "ABC – Always Be Closing" These words, spoken by Alec Baldwin back in 1992 in the "Glengarry Glen Ross" are a phenomenal reminder of the importance of closing every call and every meeting by defining the next steps and the timeline!
6. Liinea.com 4. Betting odds Only 7%is a sales conversion rate for SaaS businesses. It means that 9 out of the 10 companies you are talking to today will not become your clients. The faster you determine the "highest win probability" prospects, the quicker you will arrive at the sales finish line. Your targets are those "low- hanging fruits", park the rest for later.
7. Liinea.com 5. Draw your MAP MAP stands for mutually agreed (action) plan. Buyers are more willing to buy what they helped to create Develop an action plan together, define the milestones together, understand the roadblocks together and explain what you will do on your side to make the sales process easier for your client.
8. Liinea.com Nothing could be more effective in sales. The more complex solution you sell, the more layers of decision making it will involve. Your goal is to get every single yes, not just one of them because it will help you sign in less time. 6. Make more friends
9. Liinea.com To prevent your prospect from suffering from this mental torture, you need to move fast. Give your prospect a valid reason why the sale should happen now: 7. Create urgency Is it because the implementation team is committed to other work next month? Is it because this offer expires tomorrow? Is it because the most significant benefit for the client will occur only if he starts using the solution as soon as possible? With every day that passes, the chances of closing a deal slowly but steadily vanish.
10. Liinea.com A few last words.. Remember, if your prospect is not ready to move forward and sign the contract, you need go back to the first step of the sales process to identify his needs and establish value
11. Liinea.com Scale up smart Liinea.com Join our sales workshops liinea.com/workshops