Autumn is the Start of Closing Season - Preparation is Key
Create a sense of urgency face-to-face. Once your customers are back from summer vacation, they’ll be ready to pick up the pace and acquire the products and services they need to close out their own year successfully. By visiting with customers face-to-face, you’ll be able to identify how your product or service can help them meet their goals. And, you can create urgency about closing quickly so that they get the most benefit from your product as they close out their year. Geo-productivity software will help you optimally execute your sales calls, and help you automatically update CRM, so that you can focus on selling and making the number during closing season.
For Tier 2 deals, visiting face-to-face may help you remove the obstacle that is slowing deal progress. Often, a face-to-face visit and active problem solving helps move a deal past the sticking point. Using geo-productivity software, you’ll be able to plan these visits around your Tier 1 deal visits.
Tier 3 deals don’t get a face-to-face visit, unless stopping by is a convenient time filler. Deals in the Tier 3 category can continue to be moved along with phone calls and emails. Many Tier 3 deals, even the ones in later stages of the sales cycle, never close. So, be careful not to waste time on these during closing season.
Fall is the time to focus and prepare for success at years end. By understanding the pace of deals in your pipeline, you can be sure that you’re focusing on the deals that are most likely to get you to the finish line and full quota attainment.