{"id":235577,"date":"2020-07-21T12:20:00","date_gmt":"2020-07-21T12:20:00","guid":{"rendered":"https:\/\/get-mails.com\/?p=235577"},"modified":"2020-07-21T12:20:00","modified_gmt":"2020-07-21T12:20:00","slug":"points-cles-pour-conclure-une-vente","status":"publish","type":"post","link":"https:\/\/get-mails.com\/en\/points-cles-pour-conclure-une-vente\/","title":{"rendered":"Key points for closing a sale"},"content":{"rendered":"
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As a salesperson, you'll probably feel like you're talking to a wall, perhaps more often than you'd like. <\/span><\/p>\n

If a potential customer responds to your first attempt to contact them, you should thank your lucky stars (or maybe just<\/span> a professional cold caller<\/span>) <\/span><\/p>\n

If not, follow up. However, you're probably wondering: at what point do your potential buyers start to perceive your business as hopeless?<\/span><\/p>\n

Identify the appropriate quantity of <\/span>points of contact with customers and prospects <\/span>(and the means of initiating these contact points) within your sales funnel are essential to optimizing your sales strategy. <\/span><\/p>\n

The \"how\", \"when\" and \"what\" of follow-up are essential to understanding whether you hope to keep your potential buyer's attention and close the sale.<\/span><\/p>\n

What is a sales contact point?<\/h2>\n

A touchpoint is any meeting where potential buyers engage a sales or sales representative to exchange information, answer questions or manage a transaction. Think of touchpoints as the point of contact for your potential buyers from the moment they become a qualified marketing lead (QML) until the sale closes. <\/span><\/p>\n

A point of contact can be established by various means, as well as online and in the real world.<\/span><\/p>\n

Different types of commercial contact points<\/h2>\n

No matter where or how you connect, all touchpoints need to be authentic, relevant and compelling. Here are some common examples <\/span>sales funnel contact points <\/span>you probably already know: <\/span><\/p>\n

Telephone calls Contact points<\/h3>\n

The oldest and most traditional form of contact point. A cold call may seem old-fashioned and aggressive, but, assuming you've prepared for the call by meeting your prospect, your business and your interests, <\/span>pick up the phone <\/span><\/a>It really is a reliable step in any salesperson's strategy. Don't be afraid to pick up the phone and throw the ball.<\/span><\/p>\n

Contact points for e-mail follow-up<\/h3>\n

They should be used after connecting with your potential buyer over the phone. Set follow-up reminders for <\/span>stay in touch<\/span><\/a> with your contact on a regular basis to keep in mind.<\/span><\/p>\n

\"Adresse<\/p>\n

Actions on social networks<\/h3>\n

Engage potential buyers on various social media platforms by liking and sharing your posts. This is a great way to learn what's important to them, as well as find ongoing conversation topics. You can also share relevant content that can improve your understanding of your issues, or share the perspective of someone you know and trust (preferably someone who advocates your brand). <\/span><\/p>\n

Real-world contact points<\/h3>\n

Connecting with qualified prospects in person is an invaluable experience that nurtures long-term, mutually beneficial relationships. Emails and phone calls can only take you so far; what really resonates with potential buyers is when salespeople go the extra mile to connect personally and authentically with them, and identify how they can be of value to them. <\/span><\/p>\n

A face-to-face meeting can involve having coffee with your prospect, or taking them out to lunch or dinner to discuss their needs and objectives for the coming year. Whenever possible, include the people involved in the decision-making process and the people who influence them.<\/span><\/p>\n

Although the tone of the meeting should be friendly, you should participate as you would in any meeting to avoid wasting time: prepared and with a concise agenda in mind.<\/span><\/p>\n

Finding potential contact points in Nimble<\/h3>\n

AI activated <\/span>Prospector<\/span> Nimble's integrated tool helps you in your point-of-contact process by filling in contact data gaps in your contact records, enabling you to communicate across multiple channels without wasting time. As a result, it gives you more time to communicate with your potential customers. Witty, eh?<\/span><\/p>\n

Consider every time the phone number you used for a given contact was obsolete or not the most direct line. Prospector provides you with the current, verified phone numbers and e-mail addresses of your most popular prospects. The dark days are over!<\/span><\/p>\n

The mighty BANT<\/h2>\n

The best way to determine if and when to move your sales process forward is to qualify for BANT as soon as possible. <\/span><\/p>\n

BANT is an acronym that refers to a sales qualification framework used to identify and pursue the most qualified prospects based on four factors: budget, authorization, needs and timing. <\/span><\/p>\n

Quote<\/h3>\n

Does the potential buyer have an approved budget? If so, does your project fit within your budget parameters?<\/span><\/p>\n

Authority<\/h3>\n

Does the perspective with which you speak have decision-making power or influence the decision-making process?<\/span><\/p>\n

Requirements<\/h3>\n

What are the potential customer's business needs and how can you meet them?<\/span><\/p>\n

Program<\/h3>\n

Is there a clear timeframe for the potential customer to implement a product or solution that meets their requirements? <\/span><\/p>\n

With BANT in mind, you can easily evaluate the type and frequency of contact points to participate in, while creating a meaningful relationship with a given contact.<\/span><\/p>\n

How many points of contact are needed to close a sale?<\/h2>\n

Evidence indicates a correlation between response rates and the number of subsequent disclosure attempts it initiates. <\/span><\/p>\n

Don't be discouraged if your first attempt goes unanswered. On average, it takes about <\/span>five to seven contact points<\/b> to close a sale. At the end of the day, you have to prove what and why. <\/span>how many points of contact before a sale<\/span> is optimal for your target audience.<\/span><\/p>\n

When designing your follow-up strategy, consider classifying your potential buyers according to their potential sales impact. Follow-up segmentation is particularly important, as many sellers are indiscriminate in their follow-up. Prioritizing follow-ups enables you to remain loyal to critical contacts, a powerful strategy for nurturing relationships and increasing conversions.<\/span><\/p>\n

Shane Gibson, a leading sales expert, speaker, author and coach, advises dividing customers into three categories.<\/span><\/p>\n

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  • \"A are 20% which give us 80% of our business.<\/span><\/li>\n<\/ul>\n
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    • B's are beneficial; they're great to call. They're decent, but not as big as the A's.<\/span><\/li>\n
    • And then C, I'll see you in the next network feature. I'm not going to continue with them. \"\u00a0<\/span><\/li>\n<\/ul>\n