Closing a sale is the pinnacle of any marketing cycle, but before you reach this ultimate goal, you need to invest a lot of time and effort into prep work.Besides, if we’re completely objective, a closed sale is not the end of the line yet — with many products and services, it is the beginning of a relationship with a customer, and that relationship is to be maintained and nurtured.
Still, nurturing relationships with existing clients is somewhat easier than converting leads into customers — which is exactly what a closed sale is about.
While many sales reps aim for a 30% close rate as their ultimate goal, the factual reality is that most departments manage to close 20% of their sales-qualified leads.
Still, even closing one deal in five can be a challenge, especially if there is a flaw in the sales cycle formula.Below, we will analyze the essential steps that usually result in higher close rates and discuss a few sales tactics and steps will help you land more deals and help you during that final negotiation.The first step that often goes wrong for so many sales reps is identifying the right decision-makers in a company.