Closing b2b sales for Accounting and Tax

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this is the final video in a series on how to run a b2b cold call in the previous videos i've outlined how to introduce yourself how to run the discovery section and how to build rapport over the phone our 10-step process in this blog we're going to focus on the final step in the call how to close so closing is often seen as being the toughest part of any sales call but it really shouldn't be when you think about any sales transaction there are three main components the introduction the presentation and b2b cold call i call this the discovery process and the clones to get the outcome you're looking for you can't give a poor presentation and simply apply a high pressure or tricky closing technique it's like saying that you work hard when you get the promotion to ceo never going to get there the hard work of the call is always done well before the close not during it and that's because you can only close a prospect who is engaged in what you're saying and interested in what you're selling so while this blog blog is actually about closing it is also a reminder to perfect your entire call and not just the clones and to put effort and emphasis into the presentation and the introduction when you have a strong introduction and a well executed presentation or discovery process you have built such a solid platform on which the prospect is much more likely to agree to taking the next steps with you because you will have built rapport discovered whether your prospect actually has a need for your product or service it's really important to demonstrate that you understand their situation and their problems and in doing so shown and explained how your product or service can help them address some or all of these issues when you've done all of this well closing the call is both closing the call is both simple and straightforward god is the need for a pushy close and gold is the prospect who's been closed but actually doesn't need your services or maybe is not a good prospect for your company instead your close invites prospects you know have an interest and a defined need for your services to join you in taking the next step and what's more they'll be looking forward to doing this with you remember that a close is not a one-size-fits-all it's all about taking the right next step for the prospect and for you for example the next step may depend on the size of the opportunity after all you want your well-paid sales team spending their time on the most worthwhile sales opportunity so you might assign smaller opportunities to a different sales process or a different team and the next step for smaller opportunities might be a phone call rather than a face-to-face meeting also not everyone you speak to is going to be ready to meet with you right now so while you might want to set a meeting maybe no point in doing so when this is not the right step either for them or for you so what do i mean by that let's say that there's a prospect who's under contract for the next two years there's really little point in asking them to have a meeting with you next week it's really a waste of time for them and for your sales person prospects like this are still a good opportunity for you though albeit a longer term one so handled correctly these prospects can be nurtured into a solid pipeline for you ensuring good sales opportunities well into the future so your clothes in this case might be simply to get them to agree to receiving your regular newsletter and some follow-up from you over the coming months so you should use the close to do two things firstly qualify the opportunity to make sure it is really a good opportunity for yourself and for your sales team you don't want to waste time with prospects who really aren't a great fit for you agree is that number two is agree and secure the right next step so to do this start by restating the prospect's needs then move on and qualify the sales opportunity they represent and finally close to secure the appropriate next step and when you do these steps in this is in this order it flows very simply so why do you restate their needs because it demonstrates that you've listened to and understood their situation and their challenges it reassures them that you've recognized their pain points and it reminds them exactly why they should take the next step with you so here's an example well john based on what you've told me it sounds like you're looking to restate their needs and this is exactly what we can help you to achieve i'd like to gather some information about your current situation to make sure we're a really good fit for you so can you tell me now ask the qualifying questions once you've done that you say okay it sounds like it would really make sense if you've got a bit of time next week to have a phone call zoom call meeting with whoever the sales person is who is one of our experts in this area he or she will be able to get a really clear picture of where you're at we'll be able to show you exactly how we can help you when will be a good time for you next week do you have time on tuesday or wednesday so it's simple you move from one section to the other and it's a natural journey and nothing feels forced if during the qualification process you find that the prospect is not an immediate opportunity or not a good opportunity you can substitute a different closing paragraph so let's say they're not an immediate opportunity you might say something like this okay it sounds like now is not the right time to talk to you in detail about this so what i'd like to do is to send you some information about our product or service right now and then stay in touch with you and re-engage with you at the right time for you would that be okay great now can i have your email address so we can keep you up to date and i'll make a note to call you in three months to see if we can get together then so it's a simple way to get the prospect to cons to continue taking the journey with you and take the next step it will always work provided you have executed a solid introduction and kept the prospect engaged during that discovery section of the call before the close but obviously the prospect must have a genuine need for what you offer