In today’s world, staying ahead in the rat race is a must. Most of the marketing/Sales experts’ modus operandi is to stay ahead in the rivalry. It does involve a lot of risks, as there is a 50-50 probability of the consumer to say yes or a no. Research shows that a lot of sellers are hesitant in asking the consumer directly about their decision because ‘No’ as an answer is certainly not desirable. There are certain ways to accelerate deals stuck in the pipeline. Are you a victim of such a pipeline scenario? Well don’t worry! Following are the Top Seven Commandments for accelerating the closure without actual having to press the brake.
Aggressive sales management
For a deal to close, aggressiveness is needed in the marketing and sales hierarchy. Many marketing professionals will agree that, had they not done micro-level management properly, the deal would have never happened.
Consumer incentives
Although this works as a last resort, it is still done to seal the deal. This not only affects profitability, but also the product life cycle.
Gain a bona fide consumer commitment to the timeline
Although the road paved to Hell is filled with commitments and promises which are never fulfilled, but stimulating the key decision maker(s) to a stipulated timeline work wonders.
Facilitate consensus of the management team
Along with proper micro-level management, it is essential to keep everyone in tandem with what is happening and what steps are being taken. Until and unless everyone is in favor of the action being taken, the deal will never get closed. In UN terms it will be vetoed.
Persistent follow-up helps
It is essential to constantly follow up with the consumer such that he has top of mind recall about the brand and the deal. The follow-up has to be extremely professional in nature.
Support the solution to a strategic point
Irrespective of the solution being at the departmental or corporate level, the solution you are providing should be beneficial to the company’s stated goals. The cherry on the cake will be the linkage of the solution with a strategic point, which is beneficial to the end user.
Expose a personal gain for the key decision makers
It is mandatory to fathom the variation between professional and personal objectives. Uncovering the individual ambitions and desires of an individual is commanding methods to get the consumer making the final decision.
Winding up
Thus, to conclude all that is required is a clear goal and understanding of the consumer’s psyche and the application of Principle of Management theories to bring about transparency in dealing with the consumer as well as with your team members. It is essential to strategize and follow up with the consumer which in the long run helps in building a good rapport and a guarantee of future dealings. It will also add on the goodwill factor to the relation shared by the consumer and the company. To sum up, the deals will never be choker-blocked in the future.
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