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HOW TO WIN MORE DEALS FASTER Brought to you by: www.futuresimple.com

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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Page 1: How to Win More Deals Faster

HOW TO WINMORE DEALS

FASTER

Brought to you by:

www.futuresimple.com

Page 2: How to Win More Deals Faster

1. What is a great lead?

2. Generating great leads

3. Managing the sales process

4. Getting to “yes”

5. Winning the deal is just the beginning

6. Making it all happen

What are some ways you can qualify your leads?

Now that you can identify a great lead, what marketing channels can you use to generate great leads?

Getting a good lead is just the beginning. Manage your sales process effectively to win more deals

The tail end of the sales process often involves negotiations. Learn how to negotiate effectively and win more deals

Congrats on winning the deal! Great business people understand that

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

CONTENTS

Page 3: How to Win More Deals Faster

Great question. A great lead is one which you have a very high chance of winning by the end of your sales process.

But how can you know what the chances of winning a deal will be before you even start speaking with the prospect? The answer comes from four criteria you must evaluate: your company’s strengths, the deal characteristics, the prospect's

should ask yourself a couple of important questions.

Let’s start with your company’s strengths. The quintessential

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.

A GOOD SALES

PROCESS STARTS

WITH GREAT LEADS

WHAT IS A GREAT LEAD?

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Page 4: How to Win More Deals Faster

the job. When does the prospect need the service done or

tomer familiar with the prices that you charge? What is the expected quality of the job and can you meet it? Don’t forget

customer would be happy to get a better quality job, this will usually trigger pricing issues. Sometimes it’s hard to estimate

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

IS YOUR COMPANY

A GOOD FIT FOR

THIS DEAL?

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Page 5: How to Win More Deals Faster

depend on your preferences as well as the stage your company

low budget, but you’d prefer to take the deal anyway in order to build your reputation in the market.

Next, let’s see how you can make sure you get more of these great leads.

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Page 6: How to Win More Deals Faster

PipeJump

TIRED OF NOTES, SPREADSHEETS AND LOUSY SALES SOFTWARE?

WE HEAR YA! TRY US AT

WWW.PIPEJUMP.COM

Page 7: How to Win More Deals Faster

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 are you’re probably already getting leads.

named Dave calls you to discuss a potential project. You go through the qualifying questions and it turns out that this really

You’d love getting more deals like that but the question is: how

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:

KNOW WHERE

YOUR GREAT LEADS COME FROM

GENERATING GREAT LEADS

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Page 8: How to Win More Deals Faster

As you can see, there are many potential marketing channels

ment with all of them to learn which are most effective for your

main question you should ask yourself here is whether the

keting channel for each one of your leads. Doing so will help

the most deals.

With this powerful information, you can then go ahead and

maximize the returns on your marketing efforts.

Advertising

Print

Events

Radio

Television

Word-of-mouth

Networking / event prospecting

tors

Public Relations

Press releases

Television

Radio

Media websites

Blogging and blogger outreach

Digital/Internet

Social Media

Direct Marketing

Postcards

Coupons

Warm calls

Events

Sponsorships

Event hosting

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Page 9: How to Win More Deals Faster

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

the business because of poor management of your sales process.

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 through the whole process. Each step in the process is called a

general, it’s useful to keep the funnel small and simple. What's

ONCE YOU GET

A LEAD IN THE

DOOR, MAKE

SURE YOU WIN IT!

MANAGING THE SALES PROCESS

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Page 10: How to Win More Deals Faster

Let's 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.

UNQUALIFIED INCOMING QUALIFIED QUOTE CLOSURE

LOST

WON

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Page 11: How to Win More Deals Faster

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

USE PIPEJUMP

TO SET TASKS

AROUND DEALS

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Page 12: How to Win More Deals Faster

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 negotiation around the delivery schedule for the product or service you’re selling.

Understanding basic negotiation techniques can help you win more deals without alienating your prospects. Negotiation is indeed an art, but consider some of the following tips:

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

BASIC SKILLS

CAN HELP YOU WIN

MORE DEALS

GETTING TO “YES”

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Page 13: How to Win More Deals Faster

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 Skills

effective if you don’t express yourself clearly. Negotiation is a

sion to come away with a clear understanding of the terms of the agreement. One way you can improve your communication skills is by learning and practicing Nonviolent Communication

conveys the importance of your needs and feelings related to

– 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.

HUMOR CAN

BRING TWO

PEOPLE TO-

GETHER

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Page 14: How to Win More Deals Faster

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 stalemate. Prepare yourself to give something up before you

tions or give a small discount, your willingness to compromise will show the other person that reaching an amicable resolution is important to you. Keeping this in mind, you should plan a little

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.

BOTH PARTIES HAVE TO

FEEL THEY'VE

WON

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Page 15: How to Win More Deals Faster

ers back, you have to make sure that you deliver on what you promised. Make sure that the team in charge of the project or

time comes. A great way to gauge customer satisfaction is by calling your customers every once in a while for small talk

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.

MAKE SURE

THAT YOU DELIVER

ON WHAT YOU

PROMISED

WINNING IS JUSTTHE BEGINNING

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Page 16: How to Win More Deals Faster

Ever wondered what makes Amazon one of the most respected brands and the biggest online retailer? Consider Jeff Bezos’s

tomers, because those are the folks who have the money. Our competitors are never going to send us money.”

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Page 17: How to Win More Deals Faster

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 end of the day, the beauty of this method is that it’s robust but

like yours.

You'd 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 doesn't 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.

IT’S SIMPLE TO

GET STARTED

MAKING IT ALLHAPPEN

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