It’s “Make it Count” Monday, the last one in November, and we usually focus on things to do and tips, but in many cases, it’s the things we don’t do that kills an opportunity. Here are some of the critical mistakes sales people do or don’t do that has a grand impact on deals.
You are 20% more likely to win a deal if all action items are completed as promised (gong.io). That one follow up email, that one missed question you promised to answer, etc. Prospects view the courting piece of a sales as a test drive to see your attention to detail and responsiveness. Take notes and follow up for more closes.
Proactive engagement drives wins and overall sales success. Sounds a little MOTO (master of the obvious here), but pesky, proactive sales people do positively win more deals. Nudging, guiding, emailing, calling and other catching up, touching base and following up activities encourage the prospect and keep the deal on flow. Listen to that “spidey” sense when you think “I haven’t heard from them for a while” and be proactive to close the deal.
Those that respond and reply within 24 hours close over 10% more deals.(gong.io) And responding within 5-10 is optimal. People want answers, and they want them quickly.
Just some Monday Mojo to motivate and get it done.