"Don't Leave It to Chance! 10 Secrets to Closing More Deals published by GetAccept and Chargebee, originally courtesy of a post over at r/FreeEBOOKS:
I'd like to share the bones with you below — but give the book a read to fill in the gaps with actionable steps and some real-world stories from GetAccept's VP of Growth Dailius Wilson.
I'd like to share the bones with you below — but give the book a read to fill in the gaps with actionable steps and some real-world stories from GetAccept's VP of Growth Dailius Wilson.
- Set and follow structured stages
- Look to your historical performance data and identify trends. Use this information to measure the greatest potential in your pipeline.
- Go ahead and ask a direct question to jumpstart the convo.
- Talk is cheap; don't say you can solve a problem. Show off when you've solved the problem before
- In good scenarios, reverse the order of operations. Get sticky stuff out of the way early even before nailing down all the details.
- You can't nab every potential deal in the pipeline. Make educated guesses instead of working in some arbitrary, linear order.
- "This doesn't cost money, it generates savings. It puts money back in your pocket"
- Don't fail to bring decision-makers to the table.
- Don't count out the continued power of phone calls and direct mail.
- Always. Be. Focusing. (On the customer, not your own preoccupations and goals for a call.)