Episode 124: Closing Deals Faster
Manage episode 494693358 series 3504021
In this episode of Stronger Sales Teams, drawing from years of hands-on experience, Ben addresses the common challenge of sluggish deal pipelines and presents practical strategies to boost close rates and refine the overall sales process. He underscores the significance of a consistent, repeatable sales framework to eliminate bottlenecks and accelerate deal progression. A key message is the importance of being “chosen early and often,” as Ben urges teams to prioritise strong initial connections and a clear understanding of client needs and opportunities.
Key Takeaways:
- Prioritise building strong initial relationships to be “chosen early and often” by potential clients, which can simplify the sales process.
- Devise a structured sales process that the majority of the team can consistently follow to create predictability in closing deals.
- Employ careful preparation and research to engage clients effectively, using common ground like shared interests in sports or hobbies.
- Implement actionable checklists during client meetings to establish clear pathways for deal progression and closure.
- Regularly assess stuck deals by re-engaging customers with direct check-in sessions to understand remaining barriers and find resolutions.
Time Stamps:
0:00 Intro
2:20 Increasing Close Rates
3:30 How To Stop Slowing Down The Deal Pipeline
4:55 Going Back To The Process
6:07 Getting Things Right Early
8:35 Greeting the Customer
10:45 Setting Up The Outcome
13:25 Asking Questions
14:40 Creating Checklist
19:00 Being Clear On The Role Of People
19:56 Setting Time Frames
20:55 Making Sure That We Are The Choice
21:53 Recap
23:02 Outro
Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.
124 episodes