Become A Deal Closing Supremo!
A Formula For Boosting Closing Success By 30%
Imagine Boosting Your Closing Success By Up To 30% In Just 8 Hours! Sounds incredible, well that is exactly what happened to a group of salespeople we worked with recently.
Tackling Low Deal Confidence
Recently we brought 24 people together for 7 hours to work on advancing their key deals. Before they entered the workshop those participating had rated their confidence with; closing, pre-qualification, forecast accuracy at lowly 3 to 5 out of 10.
Boosting Closing Success
As they left these confidence ratings had jumped to 7 or 8 out of 10. What is more important is that their estimates of closing success had jumped by up to 30% too. In less than a day they had been transformed into opportunity management supremos!
Profile of the group’s tendering/bidding activity:
Avg. Customer Value:
Proposals/Tenders Last Qtr:
Avg. Years Sales Experience:
43 (39 Private)
28% Private, 18% Public
During the workshop we helped participants apply tools to reshape their pipeline and more importantly to advance key deals. That includes:
- Writing down inflated opportunities
- Deciding to focus their energies on those opportunities which promised the greatest chances of a win
- Identifying early warning signals that a deal may be in trouble
- Agreeing actions to advance key opportunities.
During the course of the day salespeople implemented strategies which they expected would deliver anywhere from a 15-30% improvement in closing rates. These improved closing rates, when applied across the group, have the potential to as much as double sales.
Why is it so powerful?
What makes our approach different and so particularly effective is the new levels of insight into the way modern buying decisions are being made.
Our workshops have been developed with the help of those who read seller’s proposals and listen to seller pitches – professional buyers.
Our extensive buyer research has revealed how buying decisions are actually made. That is the full implications of how buying decisions are made in the post credit crisis market environment of slashed budgets, shifting priorities and increased competition.
We say revealed because it is generally a secret kept from salespeople. Buyers generally like to play their cards close.
If you would like to find out about our deal closing clinics/workshops please contact us.