Care of — CRM för etablerade företag i traditionella branscher. Vår kund är etablerade företag med ett väl fungerande och beprövat erbjudande. Man verkar på en traditionell marknad där hög personlig närvaro påverkar såväl utfallet av affärerna som den långsiktiga relationen till sina många återköpande kunder. Cirrus CRM har ett modernt och användarvänligt uttryck som tar sitt avstamp i att digitalisera nyss nämnda bolag. Fokus är att förenkla vardagen och möjliggöra en förflyttning in i ett modernt och beprövat sätt att hantera kundrelationer. Genom att tillhandahålla relevant information, överallt, säkras att rätt insatser sker vid rätt tillfälle. Enkelheten skapar såväl ambassadörer för Cirrus CRM som välmående företag på lång sikt.
This blog post will give you tips and ideas on how to close a deal.
Pitch the solution, not the product
Don’t unload all your information and sales pitch first thing and all at once. Get your prospects to talk. Have them start a conversation about their challenges and problems they want to overcome. Focus on their needs and how you can add value to their business. Pitch the solution, not the product.
Talk about pricing and budget in a later stage of the sales conversation. Chances are that you risk losing the sale if money is one of the first things you talk about. Establish and build value before the price. If you make them understand the value of what you’re are offering, price shouldn’t be an issue in the end.
Show that you know what’s going on in their business by researching it and say things along the lines of “Right now I’m seeing a lot of similar companies that are struggling with X challenges…”. It shows that you know what’s going on, and you will gain the prospect’s trust.
The presentation should be a dialogue, not a monologue
Don’t go more than 60-70 seconds without engaging the prospect in the sales conversation/presentation. Not engaging the prospect enough in this stage may result in them starting to lose interest. Keep in mind that the presentation should be a dialogue, not a monologue.
Include feedback loops such as “Does that make sense?” to ensure they’re still in the loop and you have their interest. Be on the same page.
Another thing that will definitely help you in the process is to believe in the product you’re selling. Learn it and try to apply it to yourself. This way, it is much easier to get someone else to buy it through giving concrete examples and demos.
A high probability is that there are hundreds of companies just like yours. So why should your prospects choose you and your product? Because you offer something that your competitors don’t. Therefore, it is important to research your competition.
Answer objections with questions and not justifications – ‘I appreciate you saying that. Help me understand why you’re saying that?’
Use past exeperiences as examples – ”We have another client who had the same concern, and they found that XYZ and now they are one of our biggest clients.”
Dare to say no
Learn to identify prospects who are not a fit and dare to say no. Unqualified prospects will be an issue in the long run and eventually cost you more than be a value to you. Like in every type of relationship, business or other, not everyone is the right fit for you. And that’s okay. However. it does not mean you should give up at their first ‘No’ or objection.
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