Of course you hope for a deal right away, but often it doesn’t go that fast. Therefore, follow the pace of your prospect. ‘Always be closing’ is a well-known sales saying. However, here the closing for commitment focus is on the deal and not on the customer. That’s why we prefer to make it ‘always be closing for commitment’ . A few simple examples:
- If you agree to email information, also agree on when you will contact them again about this.
- Calling someone at an inconvenient time? Don’t just ask on which day you can call back, but also at what time. Better yet, send an Outlook invitation for this time immediately so that your conversation partner actually reserves the time for you.
So your conversation doesn’t end in an appointment or deal, but is it a serious lead? Always make sure you ‘close’ a concrete follow-up moment.
After the conversation closing for commitment
18. Follow up on the conversation
If you promised something during the kenya phone number library conversation, such as emailing information or sending a demo model, then do so. It is an obvious statement, but this is where things often go wrong in practice. Are you dependent on another department for sending the user-oriented design demo model? Then set a reminder in your calendar to check whether the action has actually been followed up.
It is always a good idea to send your conversation partner an email after the conversation. Thank them for the pleasant conversation and possibly send something relevant. Think of a useful e-book or an invitation to a webinar. This way you are surprising and leave a good impression.
19. Keep your database/CRM up to date
Not the most fun aspect of sales for many, but important: update your database or CRM. Is all the information still correct? What did you discuss and agree on during the conversation? Not only useful for the next time you call this person, but also for other sales actions or e-mail campaigns. Do take the GDPR into account. Not everything you heard during the conversation can be recorded in your system.
Cold calling summarized closing for commitment
After reading these 19 tips, do you not know where to start? Then take 1 tip and get started! You do not have to radically change your conversations all at once. If you take a step 19 times, you will get there. The tips briefly summarized:
- Prepare yourself well before you pick up the search engine optimization mails phone
- Call to sow, not to reap immediately
- Make sure you have a good pitch that will get you ‘listened to’
- Ask open questions and the right questions, for example with the SPIN method
- Listen, listen, listen carefully to the answers
- Take the lead, including through framing
- Qualify via the BANT method
- Always be closing for commitment
- Follow the conversation
