Sales FAQ

Here are a few things you can do to increase your closing rates:
– A clearer and more robust value proposition focused on the client
– Do you understand what the client needs? Focusing on their needs makes a difference
– Overcoming their issues in a strategic way
These are some of the topics we are addressing in our sales course.

– Understand why the client went to the competition and perform a SWOT analysis
– Work out an updated competitive strategy and find ways to respond to the competition
– Spend time understanding the client and their needs
– Develop a trusting relationship
With a similar product, clients prefer buying from people they know and trust. Of course, if your product is more expensive and provides a weaker value proposition (not features), you need to work on it.
Sometimes, you lose, and we have to accept that. In this case, call them after 6 months and ask them how it is going. If you have a good relationship with them, you will learn a lot from the following discussion, and I am sure they will also.

A winning proposal doesn’t come from:
– The number of pages (oh no!)
– The detailed description of your features
It comes from…
the value proposition.
This is how you describe the benefits your product will bring in their situation.
The second item is trust: your product and company have weaknesses, but if they believe you can deliver on your promises and you will be there for them, you have another winning point.
Do you need to learn some of these points? We have a webinar course to support you.
You will also enjoy the “How to write a winning proposal” page.

The client has received your presentation. They have read all these pages and pages of proposals. The last thing they need is for you to come and repeat the information they have in front of them.
They need you to:
– highlight shortly the value proposition (what value your solution brings to your business)
– answer their questions
Do you know everything about the background of their request (RFI, RFP)? Are you sure you are nailing down their real issues? By listening to their question and asking clarification questions if necessary, you can have an honest discussion with them that will help you close better (see the question on completing above).
You might also find the resource on public speaking and the “How to prepare a great presentation” helpful.

Everybody is different. However, there are predictive differences. By learning to recognise and respond to different personality styles (see DISC Personality Styles), you can adjust your sales approach to the person you are selling to.

The discount requests usually come from the fact that the client or prospect doesn’t fully trust the value proposition of your product or service or that the needs are not significant enough or right understood. They will appreciate the value and price by discussing the “pain points”, and by supporting them in identifying the value they will get from your product or services. See Sell Like A Doctor for more details.