Why can't you close that deal?

We are beyond the halfway point of our Sales Incentive Program and it seems that the closing of these solution sells has come to a screeching halt. As I continue to talk to reps and SP’s, it sounds like they often get about 80% of the way and then the opportunity seems to fall off the wagon. This is the point that we need to start asking ourselves some questions.

I would like to introduce some tips from our sales training guru Rhonda Moon. She’s got a couple suggestions to help you get a little closer to getting that signature.

1. Make sure that the person you are talking to is the decision maker for this purchase. Many times we are talking to the individuals where we have an existing relationship, like a traffic manager. If they aren’t the ultimate decision maker on a strategic purchase like a technology solution, our contact strategy must change. You have to make sure you are working with the ultimate decision maker.

2. Have you defined and quantified the SEKO solutions for the customer? Strategic selling has little to do with selling a product or service because customers do not buy products or services. Customers buy what your products and services create, known as benefits or solutions.

3. Have you thought about the follow-up steps after the close? Displaying your plan to measure and monitor post-sale performance is a powerful assumptive close that demonstrates your ability as a consultant versus a seller. It will also reduce the client’s fear of change.

4. When closing your sale, consider offering alternatives. People like to have choices. You can use this to your advantage by saying, "Which of these choices would you like — A or B?" With this close, you are likely to make a sale of one kind or another. Even if you are selling a single solution, you can still offer choices.

5. One final technique is the authorization close. When you have finished your solutions sales presentation, ask if the customer has any additional questions. If he has none, make a check mark on the initial SOW, where the client needs to sign. Pass the document over to him and say something like, "If you will just authorize this, we can get started right away." The word "authorize" is less threatening than the word sign, so customers are more likely to sign when asked.

If you are prepared, closing a sale can be a natural part of your conversation with customers. Work to refine it so that it grows easily out of your discussion. Forge a relationship with your clients. Believe in what you are selling, and implement some of these techniques. Then watch your sales grow!

Thank you, Rhonda for that valuable insight. You should be considering these points very seriously when you are moving towards closing that deal. If you ever need assistance feel free to reach out to myself or Rhonda. We are happy to help you.

Thanks and good luck,

Tom Madzy

Why is branding important anyway?

It’s obvious we need to try to promote solution sales, and the value prop gives us a good explanation of how they all fit together, but why did I waste three blogs on making sure you understand this exact specific message?

It all boils down to messaging, and the strength behind that message is only as powerful as its consistency throughout. Why is a consistent message important? I've asked Tiffany Holm, our corporate brand specialist to guest blog and explain to us why branding is important.

“SEKO’s brand is what people think about us, and it's shaped by every single interaction we have with our market, especially when it comes to our value proposition and message. It's so important to ensure that every message with our company is consistent, so we present a clear sense of what we're all about. This entire concept has been motivated by a study from the 1950’s on cognitive dissonance by Leon Festinger. His studies show that consistency holds a certain power to persuade human behavior as a motivator. So business communicators have utilized this research and used consistency to drive awareness and generate sales.

Further, a study done by Jeff Swystun, Director of Global Communications, DDB Worldwide isolated the five best practices of great brands:

1. Continual delivery of brand promise

2. Possession of superior products, services and technologies

3. Clear ownership of a distinct position

4. Commitment to “internal” branding for employee engagement

5. Culture of improvement and innovation

Basically, the more consistent we are throughout, the more familiar people will become with us. And guess what, they now become more comfortable with you and they begin to like you, and trust you a lot quicker.

Your message has to be the same everywhere. It's about transparency. You need to be talking from the same point of view anywhere you are, and that’s what we need to strive for together.”

Thanks Tiffany. This is why staying connected brand wise truly brings strength to our SEKO message. Consider that when we are creating presentations and customer messages.

We look forward to having other guest bloggers write for us in the near future. If you would like to be a guest blogger, or would like to hear from one of your peers, let us know!

Thanks,and good luck.

Tom Madzy