HOW TO CLOSE "UN-CLOSABLE" DEALS IN 7 STEPS:
You guys in sales jobs working through the same lead list don't close more deals because of this one thing:
- Differentiation at the INDIVIDUAL LEVEL.
(Scripts below):
THREAD
You guys in sales jobs working through the same lead list don't close more deals because of this one thing:
- Differentiation at the INDIVIDUAL LEVEL.
(Scripts below):
THREAD
Differentiation as an individual is what's going to take you from "Good" or "Ok" to GREAT.
There's a lot of you getting into the remote sales space & also working sales jobs in fields like insurance, loans, coaching programs, agencies, etc.
There's a lot of you getting into the remote sales space & also working sales jobs in fields like insurance, loans, coaching programs, agencies, etc.
But this ONE THING is how you become a shining star in your company or organization:
And it's going to allow you to close deals that were previously "Un-Closable" by other members of your sales team.
Let's get into the "normal process"
And it's going to allow you to close deals that were previously "Un-Closable" by other members of your sales team.
Let's get into the "normal process"
Rep 1 calls a lead - the lead says they're not interested anymore or pitches them and they're unable to close the deal due to whatever objections the prospect has.
Rep 1 then marks it in the CRM/Tracking system as "Closed Lost" or whatever notation the company uses.
Rep 1 then marks it in the CRM/Tracking system as "Closed Lost" or whatever notation the company uses.
That lead usually sits in the system forever, and because it was marked as Not Interested or with X Objection as to why they wouldn't move forward, no one calls behind them or ever follows up.
Most businesses are just too interested in New Customer Acquisition (NewAcq).
Most businesses are just too interested in New Customer Acquisition (NewAcq).
But, because Rep 1 didn't provide more information as to why the prospect didn't move forward, other sales reps in the company usually don't have the balls to reach back out and uncover the real reason as to why the deal didn't move forward in the first place.
When I was selling loans, this was my bread and butter.
And it was the FIRST thing I did at the beginning of every month's quota reset to get ahead of 90% of the sales team within the first few days.
And it was the FIRST thing I did at the beginning of every month's quota reset to get ahead of 90% of the sales team within the first few days.
It also gets you "warmed up" by making you more comfortable with having uncomfortable conversations with prospects.
But it gives you the most valuable thing in sales:
INFORMATION.
These leads had been interested at one point or another.
The truth is simply this:
But it gives you the most valuable thing in sales:
INFORMATION.
These leads had been interested at one point or another.
The truth is simply this:
Rep 1 (or whoever attempted to sell the deal) didn't do a good enough job.
Not every deal is closable, but you're going to be able to pick up easy commissions and 'lay up' deals this way.
So here's what we do (Steps Below):
Not every deal is closable, but you're going to be able to pick up easy commissions and 'lay up' deals this way.
So here's what we do (Steps Below):
Step 1: Call back and sound like a manager.
Hey [Prospect Name] this is [Your Name] from [Company].
"I wanted to reach out because I know you spoke with [NAME] WHO'S ONE OF MY REPS ON MY TEAM HERE about potentially doing something with us a few [WEEKS/MONTHS] ago.
Hey [Prospect Name] this is [Your Name] from [Company].
"I wanted to reach out because I know you spoke with [NAME] WHO'S ONE OF MY REPS ON MY TEAM HERE about potentially doing something with us a few [WEEKS/MONTHS] ago.
I don't know the extent of the conversation you guys had, but I wanted to get back in touch, because I wanted to find out why you decided not to move forward with us.
It looks like it may have been because of [OBJECTION: Price/Timing/Not right for you/etc]
It looks like it may have been because of [OBJECTION: Price/Timing/Not right for you/etc]
Step 2: Let them talk.
With this approach, we're doing the first part of our sales process:
- Opening up the possibility of having a sales conversation.
They're going to start to tell you the reasons why they didn't want to buy.
This is exactly what we need to move forward.
With this approach, we're doing the first part of our sales process:
- Opening up the possibility of having a sales conversation.
They're going to start to tell you the reasons why they didn't want to buy.
This is exactly what we need to move forward.
Step 3: "The Art of the Re-Close"
"I understand, so - if I was able to potentially do something about [OBJECTIONS], would you be potentially interested in doing something with us and moving forward?
Because like I said, I don't know the extent of what [Rep 1] told you... but...
"I understand, so - if I was able to potentially do something about [OBJECTIONS], would you be potentially interested in doing something with us and moving forward?
Because like I said, I don't know the extent of what [Rep 1] told you... but...
If it was as simple as [PRICE/TIME/OBJECTION] holding you back from moving forward with us, I might have some more favorable options for you, but it's up to you if you even want to explore some of the possibilities."
Step 4: You either get a YES or NO here.
If NO, reach back out every few weeks/month via low buy in emails - wishing them well, sending results, etc.
If YES - Immediately begin your Objection Handling / Close.
Do this by simply coming to a mutual agreement on pricing & terms.
If NO, reach back out every few weeks/month via low buy in emails - wishing them well, sending results, etc.
If YES - Immediately begin your Objection Handling / Close.
Do this by simply coming to a mutual agreement on pricing & terms.
STEP 5: Don't hesitate.
This prospect has gone from a "Cold Lead/Un-Closable Deal" to now having a full on sales conversation with you within just a few minutes.
Handle any and all objections on the spot. Business owners & people don't want to talk to sales reps.
This prospect has gone from a "Cold Lead/Un-Closable Deal" to now having a full on sales conversation with you within just a few minutes.
Handle any and all objections on the spot. Business owners & people don't want to talk to sales reps.
They want to speak with COMPETENT PEOPLE.
Usually, "Sales Reps" aren't competent people in their eyes.
Most prospects think salespeople are slimy, shady, and are just hunting for commission which, you might be!
Usually, "Sales Reps" aren't competent people in their eyes.
Most prospects think salespeople are slimy, shady, and are just hunting for commission which, you might be!
This method allows you to demonstrate product knowledge, competency, & trust with your prospect.
And most deals don't get across the finish line due to a lack of [Rep 1's] competency, conviction, trust built, and product knowledge, allowing buyers to run circles around your Rep.
And most deals don't get across the finish line due to a lack of [Rep 1's] competency, conviction, trust built, and product knowledge, allowing buyers to run circles around your Rep.
STEP 6: Take it as far as possible.
Send over an invoice, contract / agreement while you're on the phone with the customer after handling objections and moving them to the close.
You might get hit with another objection here. Handle it & continue moving the deal forward.
Send over an invoice, contract / agreement while you're on the phone with the customer after handling objections and moving them to the close.
You might get hit with another objection here. Handle it & continue moving the deal forward.
Don't get off the phone or call until you've done as much as you possibly can to get to the REAL objections, and handle those as much as you can.
Continue building value & make sure you're demonstrating the value of your product or service in line with the Prospect's situation.
Continue building value & make sure you're demonstrating the value of your product or service in line with the Prospect's situation.
STEP 7: Close, repeat, and run laps around the rest of your team.
If you get good at this, you're going to close a ton of deals, easily boost your commissions & make your company a whole lot of money.
This also forces your sales team to level up as well.
If you get good at this, you're going to close a ton of deals, easily boost your commissions & make your company a whole lot of money.
This also forces your sales team to level up as well.
This is you not taking a simple, quick, "not interested" for an answer.
This is you truly finding out the reasoning as to why the prospect isn't moving forward, overcoming the objections, and getting the deal across the board.
Thanks for reading.
- David
This is you truly finding out the reasoning as to why the prospect isn't moving forward, overcoming the objections, and getting the deal across the board.
Thanks for reading.
- David
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