Getting new customers is essential for building a business and even small changes in your sales technique can lead to closing more sales. In this article, we discuss some tips for gaining more customers.

Qualifying the Prospect

A discovery call can help you to qualify a prospect before you jump on a longer call with them. But even before jumping on a discovery call, you can begin to prequalify a prospect by giving them certain information about yourself. For example, you can use a statement in your messages and on your social media profiles that lets them know:

● The niche or niches you work with.
● The locations of the businesses you work with.
● The revenue of the businesses you work with or the number of employees they have.
● The amount of growth you can generate in a specific time period for a company.

On your discover call, you can ask the prospect questions related to these areas. Inquire about what is working well for them now, what their goals are, and by what time they want to achieve these goals.

Focus on Asking Questions

Often, sales people talk more than is necessary during a sales meeting. They believe that the more they speak, the more they will be able to convince a customer to purchase. But they can end up talking so much that a customer starts to have doubts or loses interests. So, it is actually more effective to give a concise presentation and focus more on asking prospects essential questions about their business and goals.

Explain Why the Prospect Should Purchase Now

When doing a sales presentation, you may come across a situation in which a prospect is interested in what you offer but they may be unsure if the timing is right. They may have other goals that they believe they need to achieve first. So in addition to showing the prospect why they should use your product or service, it’s also important to explain to them why they need it now rather than later.

Address Questions and Concerns Early

If you wait too long to address prospect questions and concerns, you risk losing the sale. This is because by the time you answer them, the prospect may have lost interest or built up doubt about what you offer or what they need. So it is best to answer questions and concerns early in the sales process. As you are doing your presentation, ask the prospect if they have any questions.

Close When the Time is Right

There are various steps to the sales process, and trying to close a prospect too soon can backfire. To close sales consistently, you need to have a reliable process that you can follow and know when it is time to close. You have reached the closing phase when you know if:

● The person you are speaking to is the decision-maker.
● The prospect is aware of their problem.
● The prospect wants to solve the problem.
● The prospect believes that what you offer is a fit for them and wants to work with you.

A coach can help to assess your business to increase productivity and sales. Get in touch today!