How to Win More Deals Faster


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Learn great sales tips to help you win more deals faster.
Answer all your small business sales questions: How can you tell if a sales lead is the right fit for your business? What marketing channels will generate great leads? How can you better negotiate to win more deals? How can you manage your sales more effectively?

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How to Win More Deals Faster

  1. 1. HOW TO WINMORE DEALS FASTER Brought to you by:
  2. 2. CONTENTS1. What is a great lead? What are some ways you can qualify your leads?2. Generating great leads Now that you can identify a great lead, what marketing channels can you use to generate great leads?3. Managing the sales process Getting a good lead is just the beginning. Manage your sales process effectively to win more deals4. Getting to “yes” The tail end of the sales process often involves negotiations. Learn how to negotiate effectively and win more deals5. Winning the deal is just the beginning Congrats on winning the deal! Great business people understand that6. Making it all happen As a small business, how can you stay on top of this sales process? A simple CRM and sales tracking app can do the trick
  3. 3. WHAT IS A GREAT LEAD? Great question. A great lead is one which you have a very high chance of winning by the end of your sales process. A GOOD But how can you know what the chances of winning a deal will be before you even start speaking with the prospect? The SALES answer comes from four criteria you must evaluate: yourPROCESS company’s strengths, the deal characteristics, the prospects STARTS WITH should ask yourself a couple of important questions. GREAT Let’s start with your company’s strengths. The quintessential LEADS tomer. Say you’re a graphic designer specializing in package design and you get a lead from a prospect who wants to design a logo. While you can design logos, it’s certainly not your forte. You can choose to compete for this deal, but guess what? Your portfolio is all about package design and at some point, your prospect is going to want to see it, and you’ll have nothing to which your strengths wouldn’t be a competitive advantage. 3
  4. 4. the job. When does the prospect need the service done or IS YOUR tomer familiar with the prices that you charge? What is theCOMPANY expected quality of the job and can you meet it? Don’t forget A GOOD customer would be happy to get a better quality job, this will FIT FOR usually trigger pricing issues. Sometimes it’s hard to estimate THIS DEAL? projects you’ve been involved with can be very helpful. tity. Have you worked with customers from that industry and of present and a good understanding of the work process portfolio. Does the customer have a good reputation in the project happen? Lastly, you should ask yourself who will be your competitors on this deal and what are your objective chances of winning it against them. Once you’ve answered all these questions, you’ll have a good 4
  5. 5. depend on your preferences as well as the stage your companylow budget, but you’d prefer to take the deal anyway in order tobuild your reputation in the market.Next, let’s see how you can make sure you get more of thesegreat leads. 5
  7. 7. GENERATING GREAT LEADS Now that you know what great leads look like, the question is how can you get them? Leads come from a variety of sources and if your business has been around for a while, chances areKNOW you’re probably already getting leads.WHERE YOUR named Dave calls you to discuss a potential project. You goGREAT through the qualifying questions and it turns out that this reallyLEADS COME You’d love getting more deals like that but the question is: how FROM searching Google and found you through Google AdWords. Each one of these is a marketing channel. Any company can have multiple marketing channels to drive new business through its door. Here are the main marketing channels that you’ll want to consider: 7
  8. 8. Advertising Public Relations Word-of-mouth Print Press releases Events Television Networking / event Radio prospecting Media websites Radio Blogging and tors Television blogger outreach Direct Marketing Events Digital/Internet Postcards Sponsorships Coupons Event hosting Social Media Warm callsAs you can see, there are many potential marketing channelsment with all of them to learn which are most effective for yourmain question you should ask yourself here is whether theketing channel for each one of your leads. Doing so will helpthe most deals.With this powerful information, you can then go ahead andmaximize the returns on your marketing efforts. 8
  9. 9. MANAGING THE SALES PROCESS Sourcing great leads is just the beginning though. Once you get a great lead in the door, you’ll want to make sure that you do ONCE YOU GET the business because of poor management of your salesA LEAD IN process. THE DOOR, sales process should be visualized as a funnel. You get many leads at the start of the funnel with only a few of them making it MAKE through the whole process. Each step in the process is called aSURE YOU WIN IT! general, it’s useful to keep the funnel small and simple. Whats 9
  10. 10. WONUNQUALIFIED INCOMING QUALIFIED QUOTE CLOSURE LOST Lets look at a simple example. A new lead will usually be stage in the sales process, which in our simple example we’ll meeting or two with the prospect. You’ve gathered enough requirements and are now at the point where you need to create a price quote. Now you can move the deal forward in the and send it to the prospect, you can move the lead to the last ally take place. After the Closure stage, you will either win or lose the deal. Creating such a funnel and taking your leads through it has some powerful advantages: 1. You’ll know exactly which stage of the funnel each of your 2. You’ll see which stage you’re losing most of your deals at by if you’re losing many deals in the Quote stage, it might mean that you’re not preparing your quotes fast enough or that your quotes are not effective. 10
  11. 11. 3. You’ll improve the chances of closing deals by setting rules week after you send them a quote. You can quickly look at your closure stage and know which customers you have to call and tasks and reminders so that you’ll be sure not to forget to do USEPIPEJUMP TO SET TASKS AROUND DEALS 11
  12. 12. GETTING TO “YES” As mentioned before, the last part of your sales process will likely involve some sort of negotiation. More often than not, this will be a negotiation around price. Sometimes it might also be a BASIC negotiation around the delivery schedule for the product or SKILLS service you’re selling.CAN HELP Understanding basic negotiation techniques can help you win YOU WIN more deals without alienating your prospects. Negotiation is MORE indeed an art, but consider some of the following tips: DEALS Research self by spending plenty of time doing relevant research. When you know your industry and your product, you have the power to bargain more effectively. There are several places to get the what you’re looking for. But beware of unreliable information 12
  13. 13. information. Talk to people with experience in your client’s line offer that will be hard for your customer to turn down. Improve Your Communication SkillsHUMOR effective if you don’t express yourself clearly. Negotiation is a CAN BRING sion to come away with a clear understanding of the terms of the agreement. One way you can improve your communication TWO skills is by learning and practicing Nonviolent CommunicationPEOPLE TO- conveys the importance of your needs and feelings related toGETHER – During negotiations, you need to message to the bargainer that you know your points are strong much like a political debate in that the person who remains calm often comes out on top. Use Your Sense of Humor together – even if initially they were completely at odds with each other. When things get tense, you can use humor to break tions to view you as a nice person, bargaining with them and helps you see things more clearly. 13
  14. 14. Give Something Away – Every negotiator has to make some tive compromise. The best negotiators realize that being tough throughout the whole negotiation can land both parties in a BOTH stalemate. Prepare yourself to give something up before youPARTIES tions or give a small discount, your willingness to compromiseHAVE TO will show the other person that reaching an amicable resolution FEEL is important to you. Keeping this in mind, you should plan a littleTHEYVE WON things that you must have, don’t begin the bargaining process by asking for the bare necessities. Ask for more than you expect and leave yourself room to offer some concessions so that in the end you both walk away with everything you need. At the end of the day both parties have to feel that they’ve ‘won’ something. 14
  15. 15. WINNING IS JUST THE BEGINNING ers back, you have to make sure that you deliver on what you MAKE promised. Make sure that the team in charge of the project or SURE THAT YOU DELIVER time comes. A great way to gauge customer satisfaction is by ON WHAT calling your customers every once in a while for small talk YOUPROMISED help you solicit honest and direct feedback. Simply imagine how powerful it is to see one page for each one versations that you’ve ever had with him or her. You can then munications with them, making sure that they will return to you the next time they need something. 15
  16. 16. Ever wondered what makes Amazon one of the most respectedbrands and the biggest online retailer? Consider Jeff Bezos’stomers, because those are the folks who have the money. Ourcompetitors are never going to send us money.” 16
  17. 17. MAKING IT ALL HAPPEN Worry not. We know that this might look like a cumbersome process that adds a lot of overhead. As a small business owner, manager or employee, time is your scarcest resource. At the IT’S end of the day, the beauty of this method is that it’s robust butSIMPLE TO GET like yours. STARTED Youd be surprised how easy it is to put this sales process in place. With PipeJump, our simple sales tracking and customer management tool, it really doesnt take anything more than a tive and effective your sales will become. Practicing these tips will help you improve your sales process tremendously, drive more business to your door, and fuel the growth of your business. 17