Do you have healthy sales habits that enable you to close large deals? When you adopt the right sales approach, you’ll increase your client base and build long-term relationships that enable you to consistently achieve and exceed your quota.
Check out these six habits the best sellers have. Adopt them, and you’ll soon be closing larger deals, too.
First and foremost, your prospects need to trust that you understand their business and can offer impactful solutions that help them address their biggest challenges. Prospects need to trust that you’re working with them to reach their business goals.
So, how do you build trust or positive business intent with your customer?
Budget, need, timeline, and authority are four key aspects of the lead qualifying process that should be defined and evaluated. Assess your prospects based on these features, making sure to ask yourself:
For sellers that close large deals, answering these questions is vital to building a successful sales process. It’s better to move on from a prospect you’ve been talking to than to waste time on deals that will never happen.
Deals are won and lost on effective discovery. Top salespeople first uncover compelling business pains and the implications of that problem on their prospect’s business. Then, they determine who owns that problem, and how your solution can resolve the issue.
The best salespeople go into the sales process with curiosity. They identify where the urgency and need for an immediate solution to the problem exists. As we said earlier, effective discovery allows you to build trust, but it also helps yo sell more, faster. The best way to shorten your sales cycle is to uncover a problem that can’t go one more day without being fixed. Few prospects will care about your solution, unless it helps them solve a problem. [Dig Deeper on Improving You Listening Skills]
Not every prospect is ready to sign on the dotted line today. However, top salespeople stay top of mind with their prospects. It minimizes the need to cold call and ensures you are staying on your prospect’s radar.
There’s no better way to stay engaged with your prospects than to share digital content and insights with them. If you meet someone at a conference and exchange business cards, you’ve made a successful first connection with them. However, if you take the card, put it in your wallet, and never reach out, you haven’t done anything to develop that connection.
It’s the same with digital engagement. If you connect with someone on LinkedIn, you have a way to reach that person in the future. However, you have to take steps to build a relationship and engage with the prospect. Stay visible with your buyer by sharing information that points to the business problems your solution solves. When you share value, you build legitimacy with your digitally savvy buyers.
Great sellers know that the value they provide clients extends beyond the service or product they offer. It’s about creating, capturing, and communicating value. Demonstrating the value of a partnership enables you to command higher prices and close larger deals.
In conversation with a prospect, top salespeople can easily articulate the value and differentiation of their product or services. They can answer the following questions, in a way that has meaning to the buyer.
Experienced sellers are highly communicative and quick to respond to prospects. In fact, prospects often go with the first company they contact. If they don’t hear from you, they could easily turn to your competition to meet their need.
Being a trusted advisor requires that you are responsive to your customers. You may think waiting a day to respond is no big deal, especially if you have an established relationship. But, it can be significant if your competitor responds in half the time. Never let a competitor out-work your responsiveness.
Closing large deals doesn’t have to be hard. You just need to adopt the habits that seasoned sellers display. When you do, you’ll not only close large deals, but you’ll build lucrative, long-term partnerships with your clients.
Do you want more tips from B2B sales pros? Learn more about Ascender by Force Management. Content, Curriculum, Community.