How to Close Deals Quicker

As salespeople, closing deals is just a fact of life. You either do it or you don’t. And it can make or break you.

But it doesn’t have to be as difficult or scary as people make it out to be. In fact, closing deals can be fun, predictable, and rewarding.

If there is one thing we know for sure it’s this: sales is a game of probability.

And the likelihood of closing a deal increases exponentially if you can master one thing: the follow-up.

That’s why we like to say that the “fortune is in the follow-up.

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But if there is so much money to be made by simply following up, why do most salespeople go a few weak attempts and then give up?

Two reasons:

  1. People don’t want to feel like a nuisance.
  2. People run out of valuable things to say.

They say things like this:

Hey, I was just following up…

Or worse…

Hey, I woke up thinking about you…

Stop doing this.

It’s bad for you as a sales professional, and it’s bad for your business as a whole. You are better than this. Your clients deserve better than this. And deep down inside you know it.

Here’s the thing: sales is a contact sport. That means you have to follow-up with excellence.

Studies show that it takes 5-15 touches to close a deal 80% of the time.

That means you’ve got to toughen up if you want to close more deals (and close them quicker). You’ve got to have the confidence (and protect it).

If you know that you are world-class at what you do, and you know that you can help, then it is your duty and obligation to follow-up and fight to earn the business.

Stop avoiding calling someone you know that you can help. That deal may magically close itself, but that’s not sustainable (or professional). An object will stay at rest unless it is acted on by an outside force. You’ve got to be constantly pushing your potential clients towards a buying decision. You are a must-have vs a nice-to-have.

You have to challenge people. And you have to stay out of the friend zone.

Stop trying to get a “yes” out of your potential clients and go for “no.”

And here’s the truth: you can’t lose something you never had. You’re not going to get a 75-80% close rate. In fact, you’ll likely see a 20% close rate. And that is considered really good.

Some will, some won’t, so what?

How to Create a 90-Day Sales Plan

If you are in sales, you definitely need a plan of attack. This is a calculated and coordinated plan to dominate the market and reach your sales goals. And it doesn’t need to be complicated. In fact, if you are doing it right, it should be simple.

But here’s the thing: most businesses are doing this wrong. They plan for the entire year. This sort of annualized planning has become outdated.

I believe you should set a plan every 90-days. This plan should include daily accountability, weekly benchmarks, monthly evaluations, and quarterly assessments.

We can break it down into a science to drastically increase the probability of closing more deals.

These systems free you up to be a better sales professional, better significant other, a better friend, etc.

So how do you create a 90-Day Sales Plan?

Set a Dominant Sales Focus

A dominant sales focus is simply a production goal. This should be something that consumes you. It should drive the way you do business. And it should be your obsession.

How do I set a dominant focus number? Depends on where you are at in your career. If you are brand new, you can talk to someone who is a few years ahead of you in your career, or your sales manager. If you are more seasoned, you can really challenge yourself to increase your production number by 15-30% or more!

I start my dominant focus with an annualized production goal and work background from there.

For example, if I want to make $100k this year, you would need to sell 100 units at $1000 each. That’s 25 units every 90-days.

Here’s the deal, if you don’t track your sales, then you don’t know what your close ratio is.

But studies tell us that the average salesperson closes 25% of their leads. That means you need 4 times the amount of leads each month.

If you do the math, you would multiply the 25 units needed each month by 4, which would tell you that you need at least 100 leads each month.

And if you are really crazy, you can break this down to a daily lead goal. But you can truly break this down into a game.

I believe in the compound effect. If I didn’t have 3 leads that day before, then I need 6 leads the next day. And 9 leads the day after that.

Assess Your Activities

What got us here won’t get us there.

Most people want to go reach their full potential. They’re hungry, humble, and coachable.

What are you willing to sacrifice? What are you not willing to sacrifice?

Amateur vs. Professional Activities – paid vs unpaid.

Most people spend 80% of their time in low-value activities. I wanna help you flip that to spend 80% of your time in high value activities.

Amateur Things:

  • Only working when inspired.
  • Only doing things when you feel like it
  • Only doing things when it’s convenient

True professionals do work when they don’t feel like it

Amateurs are poor at following up and following through. They text when they should call — that’s call reluctance. They don’t track their activities. They become over-emotional when things go wrong in the sales process. They have creative avoidance to do the things that need to be done.

Re-imagine Your Marketing

Motivated buyers use the first person they talk to 67% of the time.

“To attract other people, you must become attractive.” – Jim Rohn

“Don’t wish it were easier, wish you were better.” – Jim Rohn

Money changes hands when problems are solved.

People are going to go out an buy a service anyways, so it might as well be you.

If you truly believe in your heart that you are doing it for the right reason, and that you can help other people, then it is your duty and obligation to fight to earn the business.

Where do your leads currently come from?

What marketing activities are you consistently doing?

Are you spending too much time on your marketing?

Less than 5% of people follow a consistent selling system.

Execution Gap

We’re not short on ideas. We’re short on implementation.