Last week, I joined a dozen or so sellers in a #SalesInsiders chat on “Closing more business by year-end.” I wanted to share some of the great ideas that came out of that conversation.
More business - less discounting
- Upsell the deals you were going to close anyway. If you have a great relationship and you know the deal is going to close, ask if there is any budget they need to spend by year-end. Before you ask, make sure you have a product/solution in mind for them to spend it on.
- Use your Executives to call prospect Execs to get a deeper sense of the deal and what can be done to close it by year-end. That is what your executive management team is there for. They are a resource for you - use them. (h/t to Jonathan London on these)
Ruthlessly trim your pipeline (esp. at year end) so you only work on deals that really move the needle. #SalesInsiders— Matthew Bellows (@mbellows) December 6, 2012
Focus, re-focus & focus (one more time)
- Look at your pipeline and grade each opportunity on a scale of 1-4 with 4 being “highly closeable by year-end.” Focus closing efforts on the 3s and 4s only. You don’t have time to waste.
- Assume you don't know the complete decision making process for your deals. Create a checklist, review, call the prospect and fill in any of the gaps. Do it now!
Ask this one question
- The shortest route to any point is a direct one. Here’s one of my all-time favorite questions: “If you were me, would you forecast this deal to close this month?”
Your prospects know you’re in Sales and understand you have to forecast. Just ask them this honest and simple question. You’ll be amazed at how direct they will be. Want to know if the deal will close by year-end? Ask the question.
Let me know what you'd add. Go ahead and share your advice for closing year-end business.
I know it's a crazy time of year. Good Selling to all the closers out there.