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closing deals Archives - Tadpole Training

May 21
0

Are you just an order taker?

By | sales training | No Comments

Here’s a quick and easy question. The answer might show you how good you and your team are at sales:

Is your closing rate too high?

In other words, can you proudly boast that you win every job (or nearly every job)?

Well, if you do, there’s a good chance that you’re more of an order taker than a salesperson.

In sales, your job is to make a difference. Your job is to win those deals that wouldn’t walk through the door by themselves.

If you’re closing everything then that’s probably…. wait for it…. because you are not charging enough, OR the orders come in by themselves, in which case, what is the point of paying you a salary????

Any fool can sell something too cheaply …. the real test is whether you can sell on value.

I’ve got one client who has engaged me to LOWER their closing rates.!

Why? Because their team was bringing in too many deals with poor margins… that is a threat to the entire company.

They wanted profitability, not vanity metrics.

So have a think… in your business, are you taking the easy route and just taking orders, or are you really selling?

If you think this applies to you, let’s chat. Click here to schedule in a chat:https://calendly.com/jefere/half-an-hour-with-janet

Jan 12
1
Historical lady saying no

Have you ever talked yourself out of a sale?

By | customers, entrepreneurs, marketing, negotiation, sales tips, Training | No Comments

Have you ever talked yourself out of a sale

(and what should you have done differently?)

It is important to understand when to talk and when to stop. When we are being sold ‘to’ none of us likes to be with someone who talks constantly; it is irritating and it can make us feel resentful because it is taking up our time. This is especially true if we have already made our mind up to buy.

When you are the one doing the selling, you should also be aware that not every customer needs to know everything about your product or service – all they really need to know is whether it will solve their problem or meet their objective and how. Anything else is just clutter and can put the sale at risk. Read More

Apr 16
0

Are you giving good follow up?

By | entrepreneurs, sales tips, sales training, Training | No Comments

Are you giving good follow up?

I ask because you don’t have to be a sales expert to use this very simple strategy to increase your sales.

If you take a look at this chart* then you will see that the majority of sales are not closed on the first, second, third or even fourth contact with the customer – rather they are closed somewhere between the fifth and the twelfth. Although this statistic will, of course, vary between sectors and markets, it’s not a bad average to be working with.

So what counts as follow up? Well the main choices are: Read More