How to close a sale and when?

#Top Tip 1 – HOW


The modern sales environment requires you to be innovative, visible, and memorable. How to do this? Try a multi-channel approach to selling:

  • Social Media, primarily LinkedIn
  • Calling and video conferencing
  • Post brochures and merchandise
  • Paid ads
  • Email Marketing
  • Your website and SEO
  • Newsletter
  • Podcast
  • Etc…

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#Top Tip 2 – WHEN

From one of my surveys, 83% of Sales Professionals feel they require support in using social media for building business relationships (Correct Careers Coaching, 2019).

Do you know the best times and day to post on your preferred social media channels? And if you do… are these the times your prospects are socially active?

The general rule is that Tuesdays and Thursdays are good for prospects answering calls and emails, however, I call a director at 8am on a Monday morning and this was the only time I could reach them.

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Follow-up is key to success… 24-48 hours after a pitch meeting is recommended. Continue to correspond with your prospect until you know if they wish to proceed of not.

Jamie works with companies globally to enhance the employee’s B2B selling capabilities for generating and converting prospects. Jamie also improves the sales process and strategy to increase your gross sales by winning and retaining clients. 

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Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

https://www.linkedin.com/in/jamiemartin111

Create, Commit, Close via Sales Pitches… 

The sales pitch meeting:
Every sales pitch is different, every decision maker will want something personalised, and every conversion needs to be bespoke!
 
#Top Tip 1

If you have had no formal sales training, you need to understand the stages of a pitch meeting and how to adapt your approach to the communication style of the prospect. Some stages are outlined below:
·         Introduction
·         Building Rapport
·         Questioning
·         Needs-based Selling
·         Objection Handling
·         Negotiation
·         Conversion
·         Follow-up
 
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#Top Tip 2 – Let’s look at one of these topics in more detail.
Building Rapport:
 
If we are being honest, no one likes to be sold to. The renowned sales term: Know, Like, and Trust (KLT) is even more important now for building rapport. Remember experiencing that ‘gut feeling’. It is similar when selling to another person.
 
A prospect is likely to engage with you through the pitch meeting if you take the time to listen and care about their values and interests. Building rapport should occur early on within the conversation, in my experience, a strong rapport built can make the negotiation and closing easier.
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#Top Tip 3 – And another topic most of us find challenging.
 
Handling Objections:
 
There could be several objections from the prospect, e.g., the costs, the prospect had tried a similar service or product before and did not receive the desired results. Before providing an answer to an objection – you need to uncover if this is the only reason or if there is anything else stopping the prospect from proceeding to buy? This will help personalise a response.
 
Respond with needs-based selling techniques, e.g., what if my service or product solved the problem you mentioned during our conversation? Deliver an anecdote of a similar situation with a previous customer.
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Ultimately, to win sales pitchers, you should focus on the needs of a prospect; how your service or product will make a significant impact on their business in current markets.
 
 
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Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)
Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.
 
Jamie@correctcareerscoaching.com and 07599 332178
https://correctcareerscoaching.com
https://www.linkedin.com/in/jamiemartin111 
 

How to convert sales using Psychology?

#Top Tip 1

Start at the beginning – Create a sales pipeline/prospect list for your Ideal Customer Profile (ICP). This could be your customer’s customer, your customer’s competitor, or other business within your customer’s supply chain.

Create a cadence (sequence of actions) with personalised sales touch points, i.e., the communication you have with a prospect while pitching to them.

Examples of communication:

  • Phone call
  • Email marketing or newsletter
  • LinkedIn private message
  • Handwritten letter posted
  • WhatsApp Message
  • Voicemail
  • Send a gift
  • Video Conference/Face to Face meeting
  • Referral

And so on and so on…

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Take your time to develop a sales strategy and sales process to build long-lasting relationships with the customer during the buying journey.

Repeat, analyse, and adapt your sales process to convert more customers effectively!

#Top Tip 2

Each individual prefers different communication styles – visual, auditory, and kinesthetic.

Ask your prospect how they prefer to be contacted, i.e., by phone, by email? And what is the best day and time to contact them?

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Take your time to research your prospect/future customer via social media, their website, other media channels. Learn more about their personality and interests.

When you find a common ground between you and your prospect, it will be easier to build a rapport with them during the sales pitching stages.

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Signposting is a powerful technique in sales. During your correspondence with your prospect, guide the prospect towards conversion by telling a story/case study for them visualise what the outcome or results will be when they work with you. For example, you will increase their turnover by 22% within the next quarter.

#Top Tip 3

It is challenging to remember all you need to say and do when sales pitching!

Use psychological techniques to improve your memory and sales conversions:

  • Write things down into bite size ‘chunks’, to learn and rehearse information
  • Speak words/scripts aloud (to identify any errors in your pitches)
  • Acronyms help to remember key benefits or features of your service/product
  • Providing evidence of statistics/figures to your prospects will certainly grab their attention!
  • Learning when experience good smells or doing exercise improves memory retention
  • Take the time to practice your pitches until perfect!

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If you would like to know more how Psychology can help you increase your business sales and customers, contact Jamie (details below) regarding his ‘Sales Psychology’ sales training programme:

https://www.linkedin.com/pulse/sales-psychology-try-unique-approach-increase-your-jamie/?published=t

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

https://www.linkedin.com/in/jamiemartin111

What can Psychology teach us about Selling?

#Top Tip 1

A strong rapport with your prospect will secure that meeting, improve conversion during the buying process and build long-lasting relationships.

Bob Burg states the renowned Know, Like, and Trust phrase (KLT)

Why is this important to know?

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Know – You are more likely to win the business if you are referred by someone. Building a strong network of supporters is key to business success!

Like – Have you researched your prospect via their LinkedIn profile/other channels? Do you know their interests? Communication style? Their recommendations? Mutual connections? Etc. Start a conversation with a common ground and your prospect will give you the time to develop relationships.

Trust – Have you provided your prospect with evidence of your service/product? I.e., a testimonial, case study, LinkedIn recommendation.

Tony Robbins –When people are like each other they tend to like each other.”

#Top Tip 2

Personalise your communication to your target market/ICP (Ideal Customer Profile)…

Apply the AIDA concept by Frank Hutchinson Dukesmith:

A = Attention

I = Interest

D = Desire

A = Action

Why is this important to know?

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Your prospect will buy based on emotion. They want to feel that you have spent the time to understand their problems/needs and provide solutions for their business.

Automated social media posts or email marketing is too generic for them!

Any copy you distribute to your prospect should grab the attention of the decision maker. It should be industry and terminology specific. Why should they use your service/product over your competitor? Will it achieve their 2022 goals?

Don’t forget to include a call to Action.

#Top Tip 3

Understand how your prospect prefers to communicate…

Dale Edgar’s research highlights that when we are learning new information, we retain 10% (when reading), 20% (when hearing), 30% (when seeing), and 90% (when doing). 

Why is this important to know?

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When you pitch, your prospect might not retain all the information you speak!

Make sure you have some visuals and a demonstration.

Is there a practical activity you can do with your prospect? This could be possible with a product. If you provide a service, why not ask your prospect to speak with one of your previous clients to find out how your service benefited them.

If you would like to know more how Psychology can help you increase your business sales and customers, contact Jamie (details below) regarding his ‘Sales Psychology’ sales training programme:

https://www.linkedin.com/pulse/sales-psychology-try-unique-approach-increase-your-jamie/?published=t

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

https://www.linkedin.com/in/jamiemartin111

To use LinkedIn or not to use LinkedIn?


LinkedIn has nearly 800 million members, 55 million+ businesses, and in more than 200 countries across the globe.

If you are not using LinkedIn for business, you are missing out on opportunities with a vast number of professionals!

#Top Tip 1

How to connect with prospects…

You need to give a reason for someone to ‘Connect’ with you. Do you have a mutual/ connection/s? Did you have a conversation at a networking event? Did a business contact advise you to approach this prospect?

Or do you want to use their services? And give them a LinkedIn ‘Recommendation’ ⭐

The WHY is important when sending a connect request. Some people on LinkedIn will be near to their connections quote and will be selective on who they accept.

If your connection request wasn’t accepted – why not ‘Follow’ this prospect instead and you can still engage with their social media marketing.

#Top Tip 2

Engage with your Followers…

Reciprocity! If you, ‘Like’, ‘Comment’, and ‘Share’ on your connection’s post/articles, the more likely they are to return the gesture. The more engagement on your posts will increase the organic reach, as well as the audience of your connections.

The more visible you are on LinkedIn, the more awareness you and your brand will have on this channel.

If you’re going to send a prospect a private message – your engagement needs to be detailed and personalised.

Some examples:

  • Excellent post/article you have just written on LinkedIn…
  • Thank you for liking my post about…                   
  • I see you are interested in… and we are also part of the same LinkedIn group …

Turn a cold contact into a warm relationship by building rapport consistently with prospects on LinkedIn.

#Top Tip 3

Social Media Marketing…

Are you embracing social media marketing? Your competitors will be!

Whether you post daily or occasionally, make sure you do post. The more you do social media posts, the more your current customers and future customers will remember you and be aware of your services/products.

You can post about:

👉 Industry news or your business market updates

👉 Staff achievements and socials

👉 Client wins and testimonials

🔥 Do include a video or graphic – this will grab your readers attention!

Or create a ‘poll’ – a simple question can generate useful insights and statistics to share as a post with your network.

*Don’t forget to add 3 ‘#’ to your LinkedIn posts!

If you require LinkedIn and Social Selling Training for your business (storyboard attached), contact:

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

https://www.linkedin.com/in/jamiemartin111