IoT marketing endeavors are going to be more successful if the salespeople using them are informed regarding the best closing strategies. These strategies must be practiced and honed with relevant data. That in mind, three strategies that can help you attain more effective closing include:
- The inoffensive/logical close
- Client-initiated closure
1. The Inoffensive/Logical Close
This is an IoT marketing technique which works best with clients that are near the "type A" personality--- they push forward, they weigh the facts, and they make the most informed choices they can. What salespeople will do with this one is start by going over the conversation they've already had with the prospective client. They're reading back the client's order, basically. Since the sale hasn't closed, after the client agrees that the salesperson has properly covered all needs, then they ask a few questions designed to logically demonstrate in the prospective client's mind why going with the offered IoT services is the most sensible thing to do. Those questions are something like these:
- "Do you think I understand your business and what you're working toward?"
- "Does the plan we've come up with seem like it's going to fit in with your company's goals?"
- "Have you put together an equally effective alternative?"
- "Should the demonstration we give live up to our conversation, would you like to enter into a partnership with us?"
The summation question comes off as suggestive without being forceful, allowing the client to make the decision themselves--- and based on sound logic. For this to work, the salesperson must actually understand the business and the business' aims, design a plan that will meet those goals with the greatest effectiveness possible, and one that's more effective than the majority of alternatives.
2. Self-Convincing with a "1 in 10" Scale
This one works more with potentially passive clients more likely to sit on a proposal for a long time and forget about it. Basically, the salesperson asks the client which ranking--- on a scale of 1 to 10, 1 being "end the call" and 10 being "let's sign now"--- the client feels the presentation deserves. This must be done at the end of the "pitch." If the client says anything under a seven, something has gone wrong. Going forward in a "positive" way may not be possible and it could be time to end the call. But if the client says seven or higher, the next question should be something to the effect of: "So high! That's a surprise. What makes you rate us that high?"
At this point, the client must go through, mentally, that which prompted them to give a 70%+ rating. They're re-confirming their positive considerations about your IoT business. When they're finished, the next question should be something like: "You do certainly sound more pleased than I expected, but why haven't you given us a ten rating, then?"
At this point, the client can safely voice objections and your salesperson can match them as best as possible. Once that's done, if the client is ready to close, then close them. But if the salesperson wasn't able to talk them up to a 10/10 rating, the next strategy is to ask the client if the benefits of your IoT company outweigh the detriments. It's important to establish prospective fallout beforehand. Do it right and you can get on to signing the contract.
3. Client-Initiated Closure: Perfect Performance
Design a technique for salespeople to use which helps them design a template that demonstrates numerical advantages for clients. Use averages among existing clientele to help design the template. Once familiar with it, the salespeople can cohesively demonstrate value and convenience to prospective clients. If they do well enough, the client will ask something like: "Where do I sign?" And that's a perfect close.
Closing More Clients Through IoT Sales
IoT marketing should be well-informed with facts regarding the benefits of the Internet of Things. Those facts should be molded into a framework and then presented to varying clients in ways which fit their personality types and demeanor, as well as the businesses they represent. This kind of strategy will increase successful closure.