{"id":5169,"date":"2022-10-15T12:00:58","date_gmt":"2022-10-15T16:00:58","guid":{"rendered":"https:\/\/idecide.com\/?p=5169"},"modified":"2023-05-04T20:49:31","modified_gmt":"2023-05-04T20:49:31","slug":"how-to-close-your-sales-presentation-faster","status":"publish","type":"post","link":"https:\/\/idecide.com\/th\/2022\/10\/15\/how-to-close-your-sales-presentation-faster\/","title":{"rendered":"How To Close Your Sales Presentation Faster"},"content":{"rendered":"<div class=\"et_d4_element et_pb_section et_pb_section_0  et_pb_css_mix_blend_mode et_section_regular et_block_section\" >\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_d4_element et_pb_row et_pb_row_0  et_pb_css_mix_blend_mode et_block_row\">\n\t\t\t\t<div class=\"et_d4_element et_pb_column_4_4 et_pb_column et_pb_column_0  et_pb_css_mix_blend_mode et-last-child et_block_column\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_module et_d4_element et_pb_text et_pb_text_0  et_pb_text_align_left et_pb_bg_layout_light\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_text_inner\"><h2>Introduction<\/h2>\n<p><span style=\"font-weight: 400;\">Let me start by saying that I hate the word \u201cclosing.\u201d It brings to mind visions of the pushy salesperson who will do or say whatever they must to \u201cclose the deal.\u201d That\u2019s NOT what I\u2019m talking about here. I believe salespeople are consultants or doctors who are paid when they bring the right solution to a company or a person. When that\u2019s done correctly and professionally, there\u2019s no need for \u201cclosing\u201d in the pushy sense. But for the sake of sticking to the terminology that the industry is familiar with, we\u2019ll call it \u201cclosing\u201d here.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Closing the deal is the most important part of a sales pitch. As everything a salesperson does is in hopes that it leads to the final step of securing a customer. Pending deals or orders are great, but sales managers and salespeople must be focusing on:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">The amount of business they're closing<\/span><span style=\"font-weight: 400;\">\n<p><\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Overall closing ratio<\/span><span style=\"font-weight: 400;\">\n<p><\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Length of time it takes from presenting the proposal to closing it<\/span><span style=\"font-weight: 400;\">\n<p><\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What changes can be made to the presentation to increase close rates<\/span><span style=\"font-weight: 400;\">\n<p><\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">If they didn\u2019t buy, why?<\/span><span style=\"font-weight: 400;\">\n<p><\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">If the numbers above are lacking, you'll discover that your sales cycle is taking longer than it should, or not closing at all, so here are some sale closing techniques and strategies to help you close sales faster.<\/span><\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div><div class=\"et_d4_element et_pb_row et_pb_row_1  et_pb_css_mix_blend_mode et_block_row\">\n\t\t\t\t<div class=\"et_d4_element et_pb_column_4_4 et_pb_column et_pb_column_1  et_pb_css_mix_blend_mode et-last-child et_block_column\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_module et_d4_element et_pb_text et_pb_text_1  et_pb_text_align_left et_pb_bg_layout_light\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_text_inner\"><h2 style=\"text-align: center;\"><b>Sale Closing Techniques<\/b><\/h2>\n<h2 style=\"text-align: center;\"><b>and Strategies<\/b><\/h2><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div><div class=\"et_d4_element et_pb_row et_pb_row_2  et_pb_css_mix_blend_mode et_block_row\">\n\t\t\t\t<div class=\"et_d4_element et_pb_column_4_4 et_pb_column et_pb_column_2  et_pb_css_mix_blend_mode et-last-child et_block_column\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_module et_d4_element et_pb_text et_pb_text_2  et_pb_text_align_left et_pb_bg_layout_light\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_text_inner\"><h2><b>1. Identify The Decision Maker<\/b><\/h2>\n<p><span style=\"font-weight: 400;\">It doesn\u2019t matter what industry you\u2019re selling to, knowing who the decision maker is, and presenting to them firsthand is key to a quick close, or in my opinion, to any close at all.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">We all know that decision makers sometimes try to send someone else in to listen to your product\/service presentation first. That\u2019s understandable, of course, given everyone\u2019s crazy schedules, but know that you have 0% chance of closing if the decision maker isn\u2019t hearing your pitch, so why bother presenting? The typical conversation may go something like- \u201cMrs. Smith got called away, so she asked me to meet with you and fill her in later.\u201d OK, you\u2019re a seasoned professional and even YOU don\u2019t close everyone you present to. So what do you think the odds are that the \u201cfill-in\u201d you\u2019re forced to present to will be able to close Mrs. Smith on your behalf? Slim to none.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The best you could hope for in that case is that Mr. Fill-in does a good enough job to get Mrs. Smith to let you present AGAIN to her. The choice is yours, of course, but my suggestion would be to reschedule for a time that Mrs. Smith can be there herself. GASP! \u201cCancel a chance to present??\u201d YES! For two reasons. First, we already noted that the best possible outcome will be for you to present again to the decision maker, so why not cut to the chase and save time by scheduling that now? Second, this gives you STATUS! Whatever you\u2019re selling, you should believe with every fiber in your being that people need what you have, that you hold the key to their success, and they would be lucky to buy from you.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you do whatever the prospect, or fill-in, says (ex: send me this, reschedule for this, present to him and then to her and then to...) you are no longer the problem-solving consultant that people WANT to buy from. You are the monkey that will dance at their whim... and they will make you dance until they buy from someone else WITH status. This is an important topic to be covered at length another time, but to put it simply- present ONLY to the decision maker!<\/span><\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div><div class=\"et_d4_element et_pb_row et_pb_row_3  et_pb_css_mix_blend_mode et_block_row\">\n\t\t\t\t<div class=\"et_d4_element et_pb_column_4_4 et_pb_column et_pb_column_3  et_pb_css_mix_blend_mode et-last-child et_block_column\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_module et_d4_element et_pb_text et_pb_text_3  et_pb_text_align_left et_pb_bg_layout_light\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_text_inner\"><h3><b>2. Create Urgency<\/b><\/h3>\n<p><span style=\"font-weight: 400;\">\u201cTime kills deals.\u201d Plain and simple. You don\u2019t ever want to appear desperate, or you lose the status we spoke about earlier, and you absolutely should never be pushy, but there\u2019s nothing wrong with helping a potential customer get to their decision faster.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let me clarify though, that this, as with all sales techniques, should ONLY be implemented when what you\u2019re selling is the absolute best solution for the prospect! Salespeople have gotten the bad reputation of the stereotypical cheesy used car salesman by \u201cclosing\u201d too hard and almost forcing the prospect to buy! \u201cOnce you walk out that door this deal is off the table...\u201d Ideally, you will have made the prospect see exactly why your product or service is the right choice, right now, and they\u2019ll be asking how soon they can get started!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But in any case, don\u2019t ever rush the prospective customer. If necessary, give them a deadline as an incentive to commit or offer a discount or something free to make moving forward a win-win for all parties. There are just too many variables that could come into play with longer timeframes - decision maker staff changes, supply issues, budget issues... If it\u2019s best for the client, make it happen as soon as possible, professionally!<\/span><\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div><div class=\"et_d4_element et_pb_row et_pb_row_4  et_pb_css_mix_blend_mode et_block_row\">\n\t\t\t\t<div class=\"et_d4_element et_pb_column_4_4 et_pb_column et_pb_column_4  et_pb_css_mix_blend_mode et-last-child et_block_column\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_module et_d4_element et_pb_text et_pb_text_4  et_pb_text_align_left et_pb_bg_layout_light\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_text_inner\"><h3><b>3. Sell To Solve Their Problem, Not Yours<\/b><\/h3>\n<p><span style=\"font-weight: 400;\">What are the first things that happen when you go to the doctor? The nurse comes in to ask questions about why you\u2019re there, he\/she takes your vitals, takes notes, asks questions about the medications you\u2019re taking. Then the doctor comes in, reviews the above and asks a bunch more questions. They may then order tests or bloodwork... After this, then and only then (if they\u2019re a good doctor, that is) will they prescribe treatment or medication.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Is this what you do in your sales process, or do you \u201cgo for the jugular,\u201d trying to slam your product down the prospect\u2019s throat as soon as possible? I learned early on that the best sale you ever make could be the one you never make. What does that mean? I sat with a prospect once and went through my rigorous discovery process, trying to learn exactly where and why they were hurting. By the time we finished, I told them \u201cI have something I could offer you but I don\u2019t think it\u2019s the best option for you. Call \u2026., they have exactly what you need\". What do you think their reaction was? Total disbelief... and a ton of referrals to clients who I WAS the best solution for!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Again, going back to the doctor\/patient analogy, if a doctor thinks you need a cardiologist, they\u2019ll send you to one! They won\u2019t try to treat you to \u201cmake the sale,\u201d or at least I hope they won\u2019t! Be the doctor in your field.<\/span><\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div><div class=\"et_d4_element et_pb_row et_pb_row_5  et_pb_css_mix_blend_mode et_block_row\">\n\t\t\t\t<div class=\"et_d4_element et_pb_column_4_4 et_pb_column et_pb_column_5  et_pb_css_mix_blend_mode et-last-child et_block_column\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_module et_d4_element et_pb_image et_pb_image_0 et_pb_image_sticky\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<span class=\"et_pb_image_wrap\"><img loading=\"lazy\" decoding=\"async\" width=\"1920\" height=\"1080\" src=\"https:\/\/idecide.wpengine.com\/wp-content\/uploads\/2023\/05\/BLOG-3.jpg\" alt=\"\" title=\"BLOG 3\" srcset=\"https:\/\/idecide.com\/wp-content\/uploads\/2023\/05\/BLOG-3.jpg 1920w, https:\/\/idecide.com\/wp-content\/uploads\/2023\/05\/BLOG-3-1280x720.jpg 1280w, https:\/\/idecide.com\/wp-content\/uploads\/2023\/05\/BLOG-3-980x551.jpg 980w, https:\/\/idecide.com\/wp-content\/uploads\/2023\/05\/BLOG-3-480x270.jpg 480w\" sizes=\"(min-width: 0px) and (max-width: 480px) 480px, (min-width: 481px) and (max-width: 980px) 980px, (min-width: 981px) and (max-width: 1280px) 1280px, (min-width: 1281px) 1920px, 100vw\" class=\"wp-image-366394\" \/><\/span>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div><div class=\"et_d4_element et_pb_row et_pb_row_6  et_pb_css_mix_blend_mode et_block_row\">\n\t\t\t\t<div class=\"et_d4_element et_pb_column_4_4 et_pb_column et_pb_column_6  et_pb_css_mix_blend_mode et-last-child et_block_column\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_module et_d4_element et_pb_text et_pb_text_5  et_pb_text_align_left et_pb_bg_layout_light\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_text_inner\"><h3><b>4. Know Your Competition and Your Industry<\/b><\/h3>\n<p><span style=\"font-weight: 400;\">If your goal is to be a salesperson, know your product. If you want to be a trusted advisor, know your industry, and that includes knowing your competition. What areas of concern, or objections, could a prospect ask that would stump you? Do you ever say to yourself \u201coh man I hope they don\u2019t ask me about...!\u201d Do your research and know the areas where your business is more competitive than the competition and where it\u2019s not. Never leave yourself open to being caught off-guard.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This will also do wonders for your confidence, a massive factor in closing! I hate to beat the dead horse, but I\u2019ve never not taken the advice of a doctor who has done a thorough job finding out what was wrong with me, had the answers to all of my questions, and confidently prescribed a course of treatment. Conversely, I\u2019ve walked out of many offices looking for a second opinion when those things didn\u2019t happen. Do the work to prepare properly, it\u2019ll pay off in many ways.<\/span><\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div><div class=\"et_d4_element et_pb_row et_pb_row_7  et_pb_css_mix_blend_mode et_block_row\">\n\t\t\t\t<div class=\"et_d4_element et_pb_column_4_4 et_pb_column et_pb_column_7  et_pb_css_mix_blend_mode et-last-child et_block_column\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_module et_d4_element et_pb_text et_pb_text_6  et_pb_text_align_left et_pb_bg_layout_light\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_text_inner\"><h3><b>5. Authenticity<\/b><\/h3>\n<p><span style=\"font-weight: 400;\">People are getting better and better at spotting BS artists, so \u201cfake it till you make it\u201d doesn\u2019t cut it anymore. Oh, you may get over on a few here and there but prospective clients can see when sales people aren't being genuine or real. And if you DON\u2019T genuinely care about a customer's business and their interests, please find a new profession so you stop ruining it for the rest of us who do! You won\u2019t last long here anyway so stop wasting time and go find something you CAN be passionate about. Too harsh? I hope so because I desperately want you to close more deals, faster. But I want you to do it the RIGHT way. Be the salesperson that you\u2019d want selling something to your mom or your child. Then you\u2019ll never have to \u201cclose\u201d.<\/span><\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div><div class=\"et_d4_element et_pb_row et_pb_row_8  et_pb_css_mix_blend_mode et_block_row\">\n\t\t\t\t<div class=\"et_d4_element et_pb_column_4_4 et_pb_column et_pb_column_8  et_pb_css_mix_blend_mode et-last-child et_block_column\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_module et_d4_element et_pb_text et_pb_text_7  et_pb_text_align_left et_pb_bg_layout_light\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_text_inner\"><h3 style=\"text-align: center;\"><strong>Close Your Sales Presentations<\/strong><\/h3>\n<h3 style=\"text-align: center;\"><strong> Faster With iDecide<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">iDecide's create-your-own-adventure presentation software is a customizable, and fully AI driven, interactive presentation tool that has shown to significantly increase close rates. In fact, one of our clients showed a 73% close rate when using iDecide for their sales presentations.<\/span><\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div><div class=\"et_d4_element et_pb_row et_pb_row_9  et_pb_css_mix_blend_mode et_block_row\">\n\t\t\t\t<div class=\"et_d4_element et_pb_column_4_4 et_pb_column et_pb_column_9  et_pb_css_mix_blend_mode et-last-child et_block_column\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_module et_d4_element et_pb_text et_pb_text_8  et_pb_text_align_left et_pb_bg_layout_light\">\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<div class=\"et_pb_text_inner\"><p><span style=\"font-family: inherit;\"><span style=\"font-weight: 400;\">If increasing engagement, improving your credibility, and tossing aside the boring powerpoint or video are important to you, let iDecide help you create your next sales presentation so you can close on your next deal faster. Learn more about iDecide and its amazing features on our <\/span><a href=\"https:\/\/idecide.com\/th\/features\/\"><span style=\"font-weight: 400;\">website<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/span><\/p>\n<p>&nbsp;<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"","protected":false},"author":3,"featured_media":366399,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[23],"tags":[],"class_list":["post-5169","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-mike-boccia"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How To Close Your Sales Presentation Faster - 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