Tag: closing skills

Always be closing

Sales Strategies to Help You Close More Deals

Posted on | by Sienna
Close more deals

Closing deals is the ultimate goal for salespeople, but it’s not always easy. Deals can slip through your fingers for countless reasons, and sometimes it feels like no matter what you do, the prospect just isn’t ready to commit. The good news? There are proven strategies that can help you not only close more deals but do so in a way that is authentic and customer-focused.

Here are six strategies to close more deals:

1. Understand the Buyer’s Journey

Before you can close a deal, you need to know where your prospect is in their decision-making process. Are they still gathering information? Comparing options? Or are they ready to make a decision? Tailoring your approach to their current stage shows that you understand their needs and builds trust.

Ask open-ended questions like, “What’s most important to you in choosing a solution?” or “How do you see this impacting your goals?”

These questions uncover valuable insights and move the conversation forward.

2. Focus on Solutions, Not Features

It’s easy to fall into the trap of talking about your product’s features, but prospects don’t care about bells and whistles—they care about solving their problems.

Shift the conversation to how your product or service addresses their pain points and delivers value.

For example, instead of saying, “Our software has a built-in analytics dashboard,” try, “Our analytics dashboard helps you track key metrics in real-time so you can make data-driven decisions faster.”

Customers are more likely to make a purchase when they clearly understand how a product or service will deliver personal value and meet their unique needs.

3. Create a Sense of Urgency

Sometimes, prospects linger in the decision-making stage longer than necessary.

Creating a sense of urgency can help them move forward, but it’s important to do this ethically. Highlight time-sensitive opportunities, such as limited availability or upcoming price changes, only if they’re genuine.

You might say, “We have a promotion running until the end of the month, and I’d hate for you to miss out on the savings.” But be careful not to overdo it—pressure tactics can backfire.

Always be closing

4. Handle Objections with Confidence

Objections are a natural part of the sales process. Instead of dreading them, view objections as opportunities to address concerns and build trust.

The key is to listen actively and respond thoughtfully.

For instance, if a prospect says, “This is too expensive,” don’t just defend your price. Dig deeper: “I understand—can you share more about your budget or what value you were hoping to see?” This approach allows you to explore their priorities and potentially reframe the value of your solution.

5. Ask for the Close—Clearly and Confidently

One of the biggest mistakes salespeople make is not asking for the close. It might feel awkward, but your prospect expects it. When the time is right, be direct and clear.

For example, “It sounds like this solution aligns with your goals. Are you ready to move forward?”

If they hesitate, don’t panic. Ask follow-up questions to understand their hesitation, and address those concerns on the spot.

6. Follow Up!

Not every deal will close on the first attempt, and that’s okay. A well-timed follow-up can make all the difference. Check in with additional information, address any lingering concerns, or simply remind them of the benefits of moving forward.

A quick email like, “I wanted to follow up and see if there’s anything else you need from me to make your decision,” keeps the conversation open without feeling pushy.

Importance of follow up

Closing more deals isn’t about being pushy or aggressive; it’s about understanding your prospect, addressing their needs, and guiding them toward a solution that benefits them. By focusing on these strategies, you can build stronger relationships, close more deals, and ultimately grow your sales success.

Which of these strategies do you plan to try first? To read more of KONA’s insights into Sales Closing Strategies, click here, and to read about how KONA’s sales training process stacks up against the Miller Heiman methodology, click here.

Contact KONA today to discuss our range of tailored Sales Training programs and the value they will bring to your Sales Team.

Call 1300 611 288 or email info@kona.com.au

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9 Important Tips For Setting Appointments

Posted on | by Sienna

How to start a sales call the right way - CrankWheel

Business owners and salespeople often use phone calls to book appointments with clients and prospective customers. To do this successfully you need confidence in the relationship-building aspect of telemarketing. You have the responsibility of displaying your product or service in an honest and professional way and you are aware of the value of what it means to exceed the expectations of your customer.

But what steps can you take to guarantee your best chance of securing an appointment?

1. Have A Plan

 Preparation is vital. When you go into a conversation prepared with what you want to say, you can be confident that you are covering all important matters. You will be able to keep control of the conversation and bring it back if it drifts off-topic.

2. Make Your Offer Early
It is important to spark interest early on and to combat objections promptly with an offer that is full of benefits. You need to be quick to ensure negativity does not affect the customer’s decision.
3. Conversation Is Key
Ask short, open questions to gage as much information as possible from the customer. Your questions should be relevant to ensure you keep their attention and you should repeat their answers back to them when suitable. Talking for too long and confusing the client with your questions can lead to them tuning out of the conversation.
4. Handle Objections
Show the customer that you understand their situation by recognising their objections. Use phrases like ‘I understand how you feel.’ Let them know that you have had other customers that had similar objections when they first came onboard. This will demonstrate that you are experienced. Clarify that the purpose of the appointment is to understand their position and then suggest an appointment time. Competitive Objection Handling 101: Your Guide to Knocking Competitors out of Deals and Earning the Trust of Your Buyers - Klue
5. Don’t Give In The First Time
Objections are inevitable and when they happen, it is important not to repeat the objection back to the customer or go too much into it. Don’t take any objections personally and ask the right questions to better understand their answer. It is common for it to take a number of conversations with the prospective customer before they accept your offer of an appointment, so don’t get disheartened if they do not accept the first time around.
6. Don’t Be Afraid Of Uncertainty
Admitting when you don’t know the answer to something or needing to check with someone else is not a bad thing. Building a foundation of trust with your customer is so important and if you bluff your way around their questions, it is likely they will find out and that relationship will be damaged. If you have uncertainty around an objection or question, tell them that, and get back to them with the right information.
7. Research Before You Call
The more you know before picking up the phone, the better. If you have just a name and a phone number, you can still make an effective sales appointment. If all else fails, you can always turn to Google. Or, if you’d rather, you can reach out to your connections on LinkedIn. You can even check with your network contacts to see if you know anyone who knows the prospect. You may be able to get a referral from a mutual contact. The 18 Best Places for Sales Reps to Research Prospects [Expert Tips]
8. Create A Good Opener
Once you get the prospect on the phone, you have about 10-20 seconds before they’re ready to hang up on you. Most people automatically reject you as soon as you start trying to sell them. If you want to get past a potential customer’s rejection filter, you’ll need an opener that surprises or intrigues them. Something that will make them sit up and take notice. Once you have their attention, you can set up an appointment or at least get them to listen to what you have to say.
9. Pick A Benefit That Most Interests Your Prospect
When you have done your research and know more about your prospect, you can better customise your pitch to fit their needs or pain points. This way, you are more likely to get their business. Pick a benefit of your product or service that you think will most appeal to your prospective customer. Explain how that product or service provides this benefit to them. Our billing system helps give you peace of mind.

7 Essential Tips to Set Sales Appointments Geared for Success • Bookafy

Timeless Advice Is The Best Advice. Sell the benefits and value, not features. Come prepared, find out what the customer’s concerns are and present them with solutions. When you offer them the chance to find out more about something that they may have a hard time saying no to, offer an appointment.

Are your team following these appointment setting tips?

Contact KONA today for customised training for your business!

click here to contact the KONA Group red button or call 1300 611 288