Improving Sales Success

Closing a sale is one of the hardest aspects of selling, but there are a few minor changes that you can make to improve your success rate.
In the January/February 2010 issue of Selling Power, the article “Oiling the ‘Little Hinges’ of Sales Success” provides some questions to ask yourself to become an effective closer:

1. Greeting: What changes can you make to your live or telephone greetings to engage and draw out the prospect? What could you say that would engage the prospect?

2. Presentation: How can you automate all or part of your sales process to deliver the perfect prerecorded presentation? What can you do to ensure your presentation is delivered efficiently and effectively every time?

3. Follow-Up: What steps could you put in place to get your prospects to take action? What incentives would encourage them to keep in touch with you?

4. Online Interaction: Is there a way that you can chat live online with customers or find other ways to communicate with prospects to overcome objections and close more sales?

5. Customer Surveys: Surveys can help you in many ways. How can you survey your customers and prospects to find what you can provide them and whether they enjoy doing business with you?