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How to close sales faster

Tips & Advice - February 25, 2015

The way consumers make purchases is always evolving. It is important for companies to continually evaluate field sales strategies to ensure that they are staying current, consistent and are closing more deals. The basic tenet of successful sales is that the customer comes first. Think of it this way: you don’t want to sell as much as you want to encourage a client to buy. You must be knowledgeable and persuasive, without stepping over the line and becoming arrogant and oppressive.

Here are some of the most effective sales strategies to help you close deals faster:

Time is of the essence

Have you ever found yourself standing in line to pay for your groceries thinking, “How long is this going to take?” Did you smile politely at a salesperson on the street only to have your smile melt off your face as the individual just kept talking and talking?

Next time you try to close a sale think of those moments. Buyers are sensitive to time, especially in field sales which may take place at a customer’s place of work. Sales processes need to be short and simple. You should be able to find out quickly, and often intuitively, who a buyer is, what they want to buy, why they want to make the purchase and what you can do to help them reach their goals. Your aim should be to get in the field, allow a customer to take action and finish the transaction. Avoid excessive small talk and try to get straight to business.

At the same time, don’t go overboard — if you try to rush a customer they will start to feel like you only care about making the sale. Aim for efficiency, which shows respect for a client’s time, not speed.

Identify the decision maker and influencers

You may not always be making a sales pitch to the person who has the final say in purchasing. Often times decision makers will send in another person to vet your business and its services before entering the fray themselves. These individuals are influencers, and winning them over can help speed up the sales process.

Of course the decision maker is still crucial to quickly closing a deal. Learn what you can about the person who will be deciding whether or not to work with your company, and tailor your sales pitch to their interests and needs, even if they are not there.

If possible, set up a meeting with the decision maker so that you have a chance to speak face-to-face and answer any questions they may have. Reaching out in this way can show drive and a dedication to the client’s best interests.

Overcome objections

Before embarking on a sales pitch you should anticipate potential problems a customer might bring up that prevents them from buying. These are usually in the vein of price (the item costs too much), time (your pitch is taking too long) and product (they have not been convinced that what you are selling will work for them). If you know what objections a client is most likely to raise you avoid being caught off-guard, and can reduce resistance by quickly offering solutions to perceived issues.

The best way to outline objections is to involve the entire sales team and ask them to evaluate your sales pitch. Conduct a thoughtful analysis of the risks that you can provide to the consumer should the time come.

Use your technology

One of the best ways to simplify your sales process is to use dedicated field service management software. Streamline the process through which customers make their orders, receive invoices or consult with sales representatives. Automation adds efficiency and ensures accuracy, and even allows you to take your sales pitch to a new level.

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