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Sales Performance Management

4 steps to get closer to closing the sale

By March 20, 2018January 16th, 2023No Comments

Closing is one of the hardest steps in sales. Despite what some may believe, closing a deal is harder than simply having a talk and ending with a handshake. It often takes several conversations and going back and forth between the lead and salesperson before leads turn into customers. To improve their sales process, employers could share these four tips for closing deals and enhancing customer-salespeople relationships:

1. Answer customer questions 
As leads talk with salespeople, they often have questions about what the company sells. Salespeople who offer customers their full attention and are willing to answer customer questions about the contract, the services or products available and their features are more likely to close deals.

2. Present them with a sample contract
When approaching new customers, it helps to be transparent about details about the sale and the products and services they are considering purchasing. Giving them documents that could clear up any questions they may have or give them an idea of what to expect in a business relationship with the company could give leads a sense of reassurance. One way to give customers an idea of what the final stage of the sales funnel – closing – will involve is to provide them with a sample contract along with other documents and information about the sale, according to Inc. Magazine.

3. Ask if customers need guidance
Although the ultimate goal of salespeople is to make the sale, many representatives are also known for quality customer service. Asking customers if they need any guidance or direction with their purchase, such as the best equipment, software or solution for their particular industry, work environment or market, could help build relationships with customers. A strong relationship could be a significant factor in whether salespeople close on the sale, which is why top salespeople ask whether customers need their help, according to Hubspot.

4. Establish the next point of contact
Even as salespeople are getting close to converting leads into consumers, it’s still important that reps maintain contact with potential customers and follow up with them. After a call or email, have sales reps talk to leads about the next time they’ll reach out and contact them. Having the next point of contact already scheduled could allow reps to give more information or clarify any questions leads may have, according to Inc.

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Ballast Point Ventures

Ballast Point Ventures is a later-stage venture capital fund established to provide expansion capital for rapidly growing, privately owned companies in diverse industries, with a particular emphasis on companies located in Florida, the Southeast, and Texas. The BPV partners have more than 70 years of combined experience investing in and building high-growth companies in a number of industries, including healthcare, business services, communications, technology, financial services, and consumer goods. BPV has $200 million under management and seeks to make equity investments ranging from $3 million to $10 million.

Harbert Management Corporation

Harbert Management Corporation seeks to generate superior returns for their investors by identifying and investing in the most promising early growth stage companies in the Southeastern U.S. HMC seeks to capitalize on what it believes are compelling regional dynamics, such as a strong and fast-growing economy, significant research and development activities, and an established entrepreneurial community. The HMC team combines substantial investment, advisory, and operating experience with capital and networking contacts to support great entrepreneurial teams in successfully executing their growth plans. With offices in Birmingham, Alabama; Richmond, Virginia; and Gainesville, Florida, it’s well positioned to partner with entrepreneurs throughout the Southeast.

KBH Ventures

KBH Ventures was an early investor in Iconixx Software. KBH's investment philosophy plays a significant role in the firm's successful track record. KBH believes in running businesses to be cashflow positive and profitable every month. Startups and companies in a startup mode, such as one that has been purchased in distress, are expected to generate revenue within the first six months and reach profitability within the first 12 to 18 months. KBH also only invests in or acquires companies that are in the startup phase or have less than $20 million in revenues. KBH targets technology companies that offer business-to-business services.

S3 Ventures

S3 Ventures is an early expansion and growth stage venture firm with $200 million under management. It’s focused on information technology solutions that solve large business problems. S3 also invests in medical devices that improve the human condition. S3 invests in category-defining opportunities. It partners with the team and help focus methodically on what it takes to build a successful company. S3 today helps talented entrepreneurs take their technology and market knowledge and form valuable businesses in a repeatable fashion. Investment sizes start at several million or more for Series A, B, and C financing.