Do THIS to 2x your close rate immediately.
When I first started in sales, I couldn't wrap my head around why I was losing out on so many deals where I KNEW I had the perfect solution for the prospect. We would have a great initial meeting, they'd be interested in what I was offering, but then when it came to the final decision, they'd just disappear. POOF! As a result, I found myself having to follow up with endless calls and emails until I FINALLY got a response. Unfortunately, the response was usually that they had “gone in a different direction.” This wasn't working, and I ended up having to work twice as hard to make up for the deals I was losing out on. But that all changed when I discovered this one simple trick that 2x’d my close rate. In sales, there are a few “a-ha” moments when a lightbulb goes off in your head and your selling game is forever changed. For me, it was when I implemented this ONE critical step of the sales process. This step is the glue that will hold the whole deal together. If you don’t execute on this, then you'll end up wasting a lot of time getting the deal over the finish line, or even worse...losing out on deals altogether. However, if you NAIL this step, you'll shrink your sales cycle and close at a higher rate. In fact, when done correctly, you’ll never have to “follow up”, “touch base”, or “circle back” with your prospect ever again. You’ll be able to eradicate these 3 god-forsaken phrases from your sales vocabulary all together. So what is this ONE simple trick I'm talking about? Let me paint you a picture to illustrate this concept. Think about a time when you ran into a friend that you hadn't seen in awhile. You have a decent chat with them, catch up on the good old days, and then you both part ways with a “We should hang out soon.” Now when that happened, did you actually see it through and lock-in plans to meet, or was it just one of those empty promises? Chances are you probably didn't follow through. Why? Because there were no clear next steps. There was no timeline. No actions agreed upon by both parties.