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Man, is knowing if a deal will close important to the sales world. Knowing if a deal is going to close is at the center of every opportunity discussion of every sales organization in the world. I know we have close probabilities, but in end, it’s still thumb in the air. You have no idea if a deal will close.
The greater the pain, the quicker the sale is made. The less pain that exists the slower the salesprocess is. In sales, knowing if they will close AND when are what we’re paid for. In other words it depends on how bad the pain is. Pain and pain alone determine the speed of change.
Today I’m going to talk about the lack of close dates or inaccurate close dates. Technically speaking you could say the lack of close dates or inaccurate close dates IS bad data and you’d be right. An accurate close is at the heart of a strong pipeline. sales reps feelings.
When you miss your salesforecast or goal, there is almost always a deal or two (or three) that pushed, prospects that didn’t sign the contract by the end of the quarter. These two varieties mean something different when it comes to forecasting. No more pushy sales tactics. Forecasting Deals.
If your sales team isn''t performing as expected, you must ask the question - Why? Not closing enough. Sales taking too long. Can we close more sales? Do our systems and processes support a high performance sales organization? Can we be more consistent with our salesprocess?
You may also be familiar with forecastedclosing dates as “Hopeium.” Under the very best of circumstances, forecasting can still be incredibly difficult. However, some factors can help you dial in your salesforecast, moving you closer to what is true, even if you don’t like the truth your forecast reveals.
Not even close to starting. In an industry where relationships drive revenue and speed wins deals, todays hotel sales managers arent just competing with other propertiestheyre competing with time. Start by Reducing RFP Overload If we look at the beginning of the salesprocess, streamlining RFP overload is a great place to start.
Their purpose is to provide visibility into the health of the selling process, letting the sales organization know how close or far they are from making quota. If the pipeline is showing long sales cycles, it’s time to evaluate the salesprocess. Pipelines however, are more than a key indicator.
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
He leans back in his chair, runs his hands through his hair and says; “I need help getting this client to close earlier. ” He went on to say, “I want them to close BEFORE the upgrade.” ” I asked him why and he said he just wanted to get the deal to close. Q4 forecast doesn’t matter.
When Neil Rackham wrote SPIN Selling in 1988, salespeople were taught to ask two kinds of questions, open-ended questions that required their prospects to provide information, and closed-ended questions that required a yes or no answer. The close-ended questions being used to teach salespeople to tie-down their prospects and close them.
Despite our best efforts to see both the salesprocess and buyer’s journey as linear, reality provides a truth that is at odds with what might better serve us—and our clients. In complex, B2B sales, it is more often that deals take a circuitous path, doubling back over ground you have already covered, and full of fits and starts.
But what they will not do is commit to a process that would require them to put forth the energy necessary to change. No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
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