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Ever wondered what makes prospects move faster through your sales pipeline?
Well, mostly when you hear the terminologies lead and prospect, consequently the conversation moves to manage their data on the CRM to facilitate better prospecting and faster conversion. In general, CRM is the tool that most businesses use nowadays to attract more clients and keep their affairs in order.
Let’s learn more about the various concepts surrounding prospects before we learn how to transform them into buyers that guarantee profits.
It is a visual representation of all your sales prospects. It shows you where your clients are at in the purchasing process. Pipelines can also provide information on the sales rep’s account forecast, in connection to how close they are to making quota, and how close the whole team is to reach a quota. This allows the company to make an estimated guess of the number of deals that they will be able to close in a certain amount of time. Having a sales cycle that’s fast is every salesperson’s dream.
Just imagine what it could mean for your company if you could just move all your prospects faster through the sales pipeline. Not only will your sales numbers increase, but you’ll also have more free time on your hands, meaning you’ll have more than enough time to close more sales than you anticipated, through the course of the year. Everything comes down to how you manage your prospects and how quickly you can settle each sale. Here are a few tips you can use to move your prospects through the sales pipeline faster, to dominate all your sales competitions.
You’ve probably been told this from the day you started working in sales. Although a little overrated, it still holds the most importance. Make sure your prospect is the person in charge of making the decisions. You won’t get anywhere with the potential client if you’re not talking to the right people. In fact, all it does is waste time and delay the process.
This is especially important if you’re trying to do business with another business. If the decision-makers in that specific company comprise four or more people, selling to one person will only delay the process. You’ll need to sell to the right group of people, to the original gatekeepers of the company, to be let into the kingdom. By knowing who you should talk to, you can be prepared and move the sale along faster.
Learn all about what keeps them up at night. Their strengths, their weaknesses, their challenges, and even their short-term objectives. Knowing your prospect inside out will give you an edge in every discussion that the two of you partake in. Understand the things that your prospect could go through if his challenges aren’t resolved. Also, find out how they would feel once they’ve achieved all their objectives.
Go into full discovery mode. Learn all about how serious they are in achieving their set of goals and resolving their specific set of issues. Converse with your prospect in an understanding way, by using words like ‘how’, and, ‘what’.
Excited to contact prospects through awesome lead generation techniques?
As a salesperson, it’s understandable that you have your eye on the price. You just want to close a deal as quickly as possible. Understand that at certain times, it’s better to walk away from a potential deal because it just wouldn’t be a good fit for either your prospect or your company. Neither of the parties will be happy and you’d just be closing the deal to bring your sales numbers up.
Never force a deal. If it’s meant to happen, your client would be more yielding to the idea of it all. If you know a prospect wouldn’t be a good fit, you should immediately change your strategy from getting a quick ‘yes’ to getting a quick ‘no’ instead. Now you can go ahead and pursue different prospects who are a better fit for you and your company. This gives you a chance to close prospects who are more pliant to your cause and are actually going to say ‘yes’ at the end.
To understand whether your solution fits the client’s problems, you’ll have to be a good listener. Ask pointed questions and listen to what your client has to say. This will also help you in making your product look like a good solution to the client’s problems.
Firstly, you’ll need to make sure that the need to take action is there.
Make an estimated guess in terms of how long your prospect will take to close the deal and order them accordingly on your pipeline.
Remember these tips when you’re moving prospects through the sales pipeline. You’ll be sure to experience an uptick in annual sales numbers.
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