Closing more deals in sales is not just about hitting targets – it’s about making meaningful connections and solving problems for your clients. When you close a sale, you’re not only helping your promo company grow but also delivering value to those you serve. Being transparent from the start is a critical part of the process. How can you be more transparent? You can start by removing surprises from sales conversations.
Trey Morris, a VP/senior consultant for The Center for Sales Strategy, says surprises are great for birthday parties, but they can be devastating to sales meetings. That’s why every sales pro should master the art of the no-surprise proposal. In this issue of PromoPro Daily, we share his thoughts on how you can increase your closing rate by removing the element of surprise.
- Understand it’s not about you. If you only talk about your promo company and solutions, it’s like going on a first date and bragging about yourself. Your prospects don’t care about the awards your company has won, Morris says, or the impressive array of promo you offer. They want to hear about how you can solve their business challenges and help them increase their profits. When drafting proposals, Morris recommends thinking of it like you’re writing a love letter to their business needs. Highlight how your products and services can solve their specific problems.
- Know your assignment. When you were in school, you wouldn’t show up for a science test only to realize it’s a math test. The same should be true in your professional life. You should always know what you’re setting out to achieve in your sales conversations. Your assignment, Morris says, is to uncover the prospect’s main challenges, problems or goals. If you do this, you’re not just pitching, but solving real problems. This is what helps you close more deals.
- Talk about the ROI. All prospects have budgets, and some feel more comfortable talking about them than others. Morris says it’s important to position your solution as an investment rather than an expense. When you do this, you’re already ahead of the game. He recommends framing your pricing around the ROI they can expect. It’s like telling the prospect, “Invest in X to get Y.”
No one likes unexpected twists in business. They catch people off guard and can totally derail sales meetings. Make sure you keep the surprises out of your sales conversations by remembering the points above.
Compiled by Audrey Sellers
Source: Trey Morris is a VP/senior consultant for The Center for Sales Strategy.
