For anything you want to achieve, you must have a plan in place and be fully prepared. The same is the case when it comes to sales. The sales close plan should cover whatever your prospects suggest but will generally encompass the remainder of the sales cycle, on how to sell a product internally, and how the implementation should be carried out. Setting up a formal sales close plan ensures you and your prospects, and anyone else associated with purchase decisions are all on the same page. It also makes the sales process more manageable for prospects who have never gone through a major purchase decision before.
Creating a sales close plan
You need to start discussing a sales close plan during the discovery phase of the sales process. You will be outlining what the plan contains as well as determining its scope. Sales close plans are so useful that if you get stuck somewhere in the sales cycle, you can refer to the plan for some quick help. A sales close plan can help define the process, especially if you suspect the problem a lack of executive buy-in. There are a couple of steps you can follow when you want to come up with a sales close plan. Here is how to go about it;
Have goal-related questions
People who don’t have goals are not good customers. As a sales rep, your job is to find great prospects who can become great clients. Prospects don’t buy for rational reasons, instead, they buy for emotional reasons. Your product is a rational means to an end, but the end will normally be influenced by emotions. Your prospect will always have an image for the future in their head and your product can be useful in helping them get there. You need to prompt your prospects to talk about that future as this will help them understand why they should invest time and money in the solutions you are providing.
Hopefully, your prospects know the answers. However, if that is not the case, they should be able to tell you who has the relevant information. The person responsible for buy-in will depend on who will be using your product and how it will be implemented. It is important to take into considerations of an executive needs to sign off on a decision or not. You should never forget all potential detractors as well. It is important to bring them into the fold early and ensure they can all pull towards your side. Identify all roadblocks that may make a purchase not happen. Doing that will help you understand what still needs to be done.
Once you have created the sales close process, it should never be the end of everything. Ask your prospects to review the same. You also need to get buy-in from stakeholders on the plan so that everyone is on the same page. Never shy off answering all your naysayers. Go straight to your blockers with the plan and air it out to listen to their objections. Define the purchasing process by asking questions
such as who needs to be involved in the actual purchase, whether the purchase requires a request for information or not and whether legal needs to be involved in the process.