Preparation Closes Deals

Pilots know that preparation is essential.  Athletes know the power of visualizing results.  In fact anyone who’s organized an endeavor, from preparing a big speech to packing a suitcase, knows the benefits of having a checklist.

Either mentally or written down, checklists ensure that essentials are in place while helping us avoid careless oversights.  That’s why pilots have checklists they run through before every flight, checking info and equipment without fail.  Rock climbers and scuba divers are equally obsessed with preparation.  They all know the time to find you “spaced out” on something vital is not when you’re airborne, hanging off a cliff, or 60 ft underwater.

Yet some sales people dive into calls only to realize – as they’re dealing with the lead – that they’re scrambling instead of selling.  They smiled, dialed, then realized 3 minutes into the call that they failed to nail down a purpose or prepare mentally to control the conversation.

If you’re on the phone with a lead and realize you’re boring yourself,  you missed steps on your checklist.  Worse, if you realize you don’t even believe your own pitch, you’re a scuba diver who forgot the first thing on the checklist:  turn on your air.

Here is a sales checklist we recommend at Marketing 360®.  Many of these are things you should mentally remind yourself of before each workday.  Integrate them into your preparation, and you’ll start crushing it.

Sales Tip #1:  People Buy You

Sales is a relationship building profession.  One of the emotional components that plays a huge role in closing deals is the rapport you build with leads.

Your offer needs to be solid.  Leads need to understand how it benefits them.  But the clincher?

The lead must feel comfortable with you.  They need to trust you, feel a sort of kinship with you.  You’re the type of person they want to work with.

This is vital because the opposite is also true.  You could have the perfect solution for a lead, but if they feel uncertain about working with you, you’ll probably lose the deal.

Be yourself.  Be genuine.  But also be personable and likable.  Listen to people, don’t interrupt.  Empathize with leads, and carefully note their concerns – which are buying triggers you can use.

As you check this off your list, imagine that a competitor is out there selling the same product as you.  The only way you’ll get the deal is if the lead prefers to work with you.  Be the person others enjoy dealing with.

 

Sales Tip #2:  Stay Positive

The worse your month is going, the more important it is you stay positive and level-headed.  Defeat can become a self-fulfilling prophecy, particularly in sales where a sense of desperation infects new opportunities.

So you blew a deal last week.  That was then.  Part of your daily checklist needs to be to put it behind you and start anew with energy and belief.

If you can’t maintain a positive mindset, you won’t make it in sales.  Turn that air on every morning.

 

Sales Tip #3:  Time Kills All deals

Delay is not an attribute in sales.  For the most part, you want to be responsive, relay information, and send proposals with speed and efficiency.

This item on your checklist is about diligence, organization, and momentum.  There are few circumstances where being there ahead of your competition isn’t an advantage.

 

Sales Tip #4:  Compliment People

Like it or not, in sales you have to ingratiate yourself to people.  This doesn’t mean you grovel; people neither like nor respect brown-nosers, which also smacks of desperation.  It also doesn’t mean you make transparent compliments that are clearly meant to “butter-up” the lead.  Assume people are smart enough to see through these ploys.

However, people do like to hear that they’re making the right moves.  Effective salespeople know how to make leads feel intelligent because they’re choosing the best solution.  They give people a positive feeling they’re moving in the right direction.

Check this off your list, but make sure you stay genuine.  If the lead thinks you’re being patronizing, they’ll resent it and you’ll lose.

 

Sales Tip #5:  Match Tone and Pacing

If you’re talking to a hard-nosed businessman from New York, take on their direct tone and fast-paced cadence.

If you’re talking to a gentle grandmother from Savannah, slow it down.  If she wants to talk about the weather, talk about the weather.

Particularly with phone sales, it’s to your advantage to create an affinity with the lead by matching their communicative tone and pace.  People like to buy from people who seem to “get” them, and you can convey that by speaking their language.

It takes practice and skill to do this effectively.  But it’s often the difference between run of the mill and top of the heap salespeople.

 

Sales Tip #6:  Believe In Your Product

This is a checklist key.

Know that your solution helps people live better lives and be more successful at their work.  Believe it in your heart and soul.

Know that as you’re “working” the lead, you’re doing it for their benefit.  They’ll be better off if they buy from you.

If you don’t believe this about what you’re selling, you’re in the wrong job.  Your lack of confidence will put cracks in your process, and you’ll fail.

If you can’t check this off the list, start job hunting.

 

Sales Tip #7:  Listen

On your checklist, put listening down with the 80/20 rule.

You should be listening at least 80% of the time.  Let leads tell you what they want, then match your solution to what they’ve told you.

Over-explaining is one of the biggest killers in sales – the sure sign of a novice.  If you’re interrupting leads as they try to tell you what they need, you’re shooting yourself in the foot.

 

Sales Tip #8:  Pause

This relates to your listening skills.  When you want to keep explaining – and particularly when you feel the urge to interrupt – pause and let the lead speak.

Few things are worse in sales that the person who asks the lead a question, then interrupts and answers their own question.  This is a parachuter jumping out of the plane with no parachute.

This is not an uncomfortable silence you need to fill.  Let the lead think about what you’re saying before you move on to the next point.

 

Sales Tip #9:  Make Sure Leads Get Key Points

When you hit on a key point, pause and let the lead process the information.  Give them time to ask clarifying question to make sure they understand what you’re saying.

If you move on when the lead is confused about a key point, they’ll just get more confused as you proceed.  You’ll lose the deal.

 

Sales Tip #10:  Get People to Smile

It’s well-known that when you can get people to smile, you’re on your way to making the sale.

As part of your checklist, think about how you can be lighthearted, witty, and boisterous.  Crack a joke, make a witty insight.

When you can get people to smile, they’ll like you better, and it also means that you’re doing better at connecting and getting your point across.

 

Sales Tip #11:  Key in on the Prospect’s Needs

When you start a sales call, ask the prospect about their needs.  Let what they tell you guide the conversation.

Your product or solution may have many facets, but that doesn’t mean every (or even most) prospects care about them all.

More often, you get the sale because you can solve one burning issue the lead has.  Try to find out what that issue is early on, and maintain it as a focal point.  It’s likely the trigger that will get them to buy.

 

Sales Tip #12:  Be Meticulous With Follow-Ups

Don’t ask her to marry you on the first date. 

Obvious advice, yet many salespeople rush into deals as if it has to be done then or never.

You’ll be far more successful if you have a plan for nurturing leads by making useful, scheduled contacts.  This includes using email marketing, social media, and direct contact like phone calls.

The one-call-close is a rarity and often doesn’t result in the best relationship because you rushed the initial deal.   You have a much better chance of closing deals after 10 contacts, and by then you’ll have the foundations of a solid client relationship.

 

Sales Tip #13:  Urgency Without Being Pushy

There is a balance in sales.  You don’t want to delay and play into the lead’s desire to hesitate, but you also don’t want to push them into something they’re not ready for.

Pushing the deal because your numbers suck this month is putting a negative on a negative.  Avoid this misguided motivation.

However, the truth is you’ll more likely end-up creating a sense of urgency because leads are dragging their feet.  Plan to deal with objections that are just the lead’s way of hesitating.

Remember that this hesitation is an underlying trust issue.  Somewhere along the way, you lost them.  Look for ways you can regain their trust and close the deal.

 

Sales Tip #14:   Ask for the Business

We mean this literally.  Put in on a sticky note at the bottom of your computer screen.  Ask them to sign up with you.  Ask them to buy.

Sounds like everything’s ready to go.  Are you ready to get started today?

Many people overlook this, then wonder why – when everything else seemed great – the deal didn’t close.  Put it into words.

 

Sales Tip #15:  What Do You Think?

This is a crucial step to have on your sales checklist.  Never forget it.

After you’ve had your back and forth with the prospect and there’s nothing else to say, simply ask What do you think?

Then pause.  Wait, wait, wait for them to speak.  Even if it’s 30 seconds, even if it’s a minute.

When they speak, you’ll get vital info.  Either they’ll say yes and you ink the deal.

Or, they’ll tell you – exactly – what their objections are.  Listen carefully to these and plan ways to overcome these objections.

Go through this checklist every morning before you pick up the phone.  These are all fundamentals that you either execute or ignore.  You know what leads to greater success.

And keep in mind that you’ll lose deals.  Nobody closes at 100%.  When you can, follow up with leads and get feedback on why they didn’t choose you.  Did they just find a better fit for their needs, or did you miss something on the sales checklist?

Keep improving with these tips and you’ll do well.  Happy selling!