Have you ever wondered how and why the top sales reps in your company are always the same reps? The list never seems to change, why is that? How do these guys consistently exceed their quota? How do they beat their peers and more importantly, how do they beat their competition?
Secret 1: Top Closers spend more time disqualifying their prospects than they do qualifying them. Time management is all a top closer has. While their competition is trying to qualify non-buyers, the top closers are trying to find and qualify buyers. They do not spend time pitching unqualified leads but focus their time on scheduling WebEx demos with decision makers.
Secret 2: Top Closers are not afraid to ask for the business. In fact, they ask multiple times, in different ways, throughout the sales process. When first speaking with a prospect, they will often ask things like, "When are you looking to make a decision on this?" And "Besides you, who else is involved in the decision-making process?" Also, during the presentation or close, they use trial closes to gauge how things are going and which direction they should take. The bottom line is that they expect to close the deal.
Secret 3: Top Closers ask the tough questions in the beginning -- questions regarding how the decision process works, who is involved, what the time frame is, and what and when the budget will be available. Most other sales reps are afraid to ask these questions for fear of making their prospect mad.
Secret 4: Top Closers are not afraid of "No's." In fact, they expect and are prepared for them. They understand that not everyone they speak with will buy from them. Top Closers also know that part of sales is timing and will file these unqualified prospects for a future mail merge blast.
Secret 5: Top Closers are prepared in advance for objections that prospects use to blow off 80% of the other sales reps who call them. Objections like, "We're not interested," or "Call me back another time," or "We have no need," are easily handled by the top closers because they use effective and prepared rebuttals that allow them to get past this initial resistance.