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Sales Tips From Jonathan London

Salespeople, 20 To Do's To Close More Business By Year End

Posted on Tue, Nov 27, 2012

21 To Do's To Close More Business By Year End

 

  1. Upsell the deals you are going to close anyway.
  2. Offer something of value to get more from them.
  3. Call good customers and ask them if they have money they need to spend before the year end.
  4. Call all your prospects and ask them what can get in the way of the order being issued before end of year and work with them to prevent it from happening.
  5. Use your executives to call executives to get access or a deeper understand of the deal and what can be done to close it.
  6. Renew renewable contracts where everyone benefits (longer term, lower rate).
  7. Ask for favors of your best customers. They often comply.
  8. If you want to, you can make a year end offer to people who will be buying in January, but if you do, make it very clear it is a year end deal.
  9. Create a limited offer (only 10 available) to create some groundswell of interest.
  10. This may seem obvious, but try to get it in before 12/23/12. After that it will get even more difficult.
  11. Beg (only kidding).
  12. Make them an offer they can’t refuse.
  13. Create a compelling ROI for buying now vs. later (if you haven’t already done so).
  14. If your proposals have a termination date on them (which they should) remind your customer of the date. You will either get the deal or know where you stand.
  15. Invite them to a social event and casually, or not so casually, ask for the order.
  16. Have somebody else call your prospect that knows them well to find out what is going on.
  17. If you have some personal or company money to donate to charity, and if they are comfortable getting you the order by the end of the year, tell them you will donate money in their name.
  18.  Aggregate the buying volume of different areas in a company you are selling to and tell them they will both get xyx (remember xyz has high value to them and may not cost you or your company anything) if they order before the end of the year.
  19. Tell them you will buy them my latest book “Using Technology to Sell” if they give you the order this year. Just Kidding
  20. Vow to yourself that in 2013 you will work harder, prospect more and close enough business so you don't have to do any of the things mentioned above (unless you want to).

Let me know of any other ideas you have or have used.

Tags: Sales Skills, Sales Advice, Sales Training, b2b Sales, Sales Tips, Closing, Prospecting, Negotiations, Presenting

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