Dwayne Harmon Outlines the Sales Process and How to Close a Sale
Implementing business processes can streamline the completion of any simple or complex task, making your employees more efficient, consistent, and accurate in their roles. However, building a scalable and repeatable sales process can be challenging, especially since every business, sales team, and target audience is unique. To provide some valuable insight, seasoned digital marketing expert and Owner of Metanoia Consulting, Dwayne Harmon provides his top tips for closing a sale.
Dwayne Harmon is a Digital Marketing and Business Operation Consultant who knows exactly how to construct an effective sales process, as he is focused on delivering breakthrough results that translate into real-world value.
Dwayne Harmon explains that salespeople do not just prospect, cold call, research, serve and negotiate, they close the sale. While sales close rates vary from industry to industry and company to company, all sales professionals will agree that they’d like to close more deals more often. For most salespeople, increasing their closing numbers if a number one priority.
Dwayne Harmon explains that prospecting is the process of sourcing new, early-stage leads to begin working through the sales process with. Prospecting might include online research through Linked In or Quora, it may also take place at industry events or conferences, or through smart research and cold calls.
Perform Extensive Research
The next step involves reps initiating contact with those early stage leads to gather information and decide whether or not they are a good fit for your business. A representative can typically determine this over a discovery call or email, asking about the prospects role, what they do day to day, what problem they are trying to solve, and why it is a priority for their business. Dwayne Harmon believes that this initial call is usually enough to tell you what you need to know before you move onto researching.
Researching is all about learning about your prospect as you progress through the sales process. Dwayne Harmon stresses the importance of doing your due diligence to ensure that reps are able to offer a more tailored and personal experience to improve the likelihood of closing a sale. This may require you to reach out to additional contacts within the company to provide you with a holistic view of the company, instead of focusing on researching a single individual.
Dwayne Harmon states that most salespeople, across industries, will run a formal presentation of whatever it is they are selling to the prospect. A presentation should be tailored to the specific needs of the customer, considering all of the ways that you will be able to better serve them and their business. This is where you are able to sell your value to others. It might be valuable to bring a representative from your team to the meeting who can answer all of the technical questions associated with your product or service, as this will strengthen your overall presentation.
Closing the Sale
Lastly, you will want to close the deal. This step of the sales process refers to any late-stage activities that happen as a deal approaches closing. It varies widely from company to company but may include things like delivering a quote or proposal, negotiation, or achieving the buy-in of decision-makers. Dwayne Harmon explains that there are some core values associated with closing deals, and they include: believing in what you are selling, highlighting the positives and this eliminating the negatives, constantly focusing on the prospects needs, speak in terms of value for the prospect, listen first, and sell second, and patience.