- By: Sara Diaz
- On May 24, 2017
- 0 Comments
What would a salesperson choose to close a deal? As a salesperson, would you choose an email or a call to close a deal? Most of the clients are unsure if they have to agree to sign a deal or not. But as a part of sales, the team has to establish a professional approach to deliver the product for a lucrative and long-term client relationship.
Most of the clients are unsure if they have to agree to sign a deal or not. But as a part of sales, the team has to establish a professional approach to deliver the product for a lucrative and long-term client relationship. Whilst it’s important to follow-up your clients throughout the sales procedure, a salesperson must understand the pros and cons to decide a quota and close the sales deals for better conversion rates.
Call versus Email to close a deal:
A sales call is just not about reaching your clients and generating sales lead. But an effective follow-up will be a determining factor for a lead to convert into a sale.
Below are a few pros and cons of why you should consider a call or an email before closing a sales deal.
Pros and cons of call:
1. It reaches quickly to your clients and will get an immediate response.
2. Makes a conversation easier and better.
3. While in a call, you can get a feedback quickly. If it’s a negative response, then you can find out what the reason is and find a solution.
4. It’s time-consuming and expensive.
5. With calling it’s difficult to “Scale-up”.
Pros and cons of email:
1. Email can be creative if customized.
2. This method is time efficient
3. A visually appealing method, email is easy to scale up.
4. Technical challenges like spam reports, being blacklisted are a major issue.
5. If you lack automation tools like lead generation solution, it’s difficult to scale-up.
6. Need to wait for the response or follow-up till you get an appropriate result.
Steps to close deals through email:
As salespeople, even if you choose to close the deals in person or on the telephone, here are few steps that can help you in closing the deals.
- Define your goal. Ensure your clients that you understand your business position along the research and past conversation done with the prospects.
- Explain the anticipated solution. Simplify if the objective is accomplished and focus on the client preferences implementing your undescribed solutions.
- Structure your subject-line. Précis the desired result in an attractive way.
- Following the subject-line, structuring the email content is as important as any other method. Never forget to sign your name at the end.
- Provide an important factor to your clients saying, why you are different from the competitors.
- In the final phrase, give your clients to contact if they have any queries. Describe that the opportunity is real.
- If you’re closing the sales deal via email, then work out with the prospects ahead of time and build upon an existing relationship for a better conversion.
Steps to close deals with a call
Phone calls are very important as they have acquired a certain charisma. As salespeople, you wouldn’t want to make a blunder in a sales call.
Below are few steps that every sales person should consider to close the sales deal.
- Ensuring that this will be a closing call, set an agenda. It’s important to be transparent while making a business transaction. Discuss the previous conversation with clients before closing the deal and also take a review from them about the service.
- Build a rapport not more than 2 minutes. Getting involved in non-business matters can contrarily affect your capacity to finalize the negotiations in the event that you have occupied officials on hold.
- To begin the conversation with the clients, start with a question. Let your prospects talk. Get right to the point, so that you know how much time you need to spend talking to your prospects and make the conversation short.
- Identify if your prospects are ready to make a purchase or not, through the decision maker’s voice.
- Establish an onboarding timeline. Explain the onboarding and training process, as well as ongoing customer support and payment. If the prospects aren’t making a purchase, then put the deal back in the funnel.
- Negotiate the price. If you’re going to close the deals, establish the discount to the maximum till the buyer approves the given price.
- Review the purchasing process. Understand what exactly what the prospects needs from the vendors and establish a timeline for which the process should be completed.
If everything went well, then ensure that your prospect and you sign the contract and start the onboarding process.
Always make sure you have a way to get in touch in case the decision maker is sitting on your contract and simply needs a nudge.
A sales call or email is simply not about generating business leads. It additionally involves an effective follow-up. Each effective planning adds to the business’ primary concern. Conversion rates can be improved, however, don’t make your choice on the value range of the solution. A relationship based on trust might guarantee fruitful future sales engagements too.