Sales Hustle is now Sales Transformation
May 30, 2022

#318 S2 Episode 187 - IT’S CLOSING TIME! How To Effectively Blow Up Your Close Rates

Collin Mitchell wants to give a very important piece of advice in this latest episode of Sales Transformation. And that is the importance of good discovery and qualifying your prospects before you get down to business. In this episode, you will be learning why it’s not always about the closing skills, but knowing what really comes first in the sales process.

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HIGHLIGHTS

What makes you increase your close rate
Discipline in the pipeline
Qualification and Discovery

QUOTES

Collin: “It's not increasing your closing skills, or learning how to better persuade people, or be a better negotiator, it’s how to better run discovery and qualify your prospects properly.”

Collin: “You want to be very disciplined with what you allow to get in your pipeline, make sure it's a deal that will actually have a good chance of closing.”

Collin: “In order to increase your close rate, you need to get better at qualifying and disqualifying your prospects. You need to increase your skill sets around running a good sound discovery.”

Connect With Collin on LinkedIn

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!


Collin Mitchell wants to give a very important piece of advice in this latest episode of Sales Transformation. And that is the importance of good discovery and qualifying your prospects before you get down to business. In this episode, you will be learning why it’s not always about the closing skills, but knowing what really comes first in the sales process.

Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

  • What makes you increase your close rate
  • Discipline in the pipeline
  • Qualification and Discovery

QUOTES

Collin: “It's not increasing your closing skills, or learning how to better persuade people, or be a better negotiator, it’s how to better run discovery and qualify your prospects properly.”

Collin: “You want to be very disciplined with what you allow to get in your pipeline, make sure it's a deal that will actually have a good chance of closing.”

Collin: “In order to increase your close rate, you need to get better at qualifying and disqualifying your prospects. You need to increase your skill sets around running a good sound discovery.”

Connect With Collin on LinkedIn 

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold, the M's through LinkedIn. You're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:55] All right. Welcome to another episode of sales transformation. Today is a solo episode where I'm going to tell you something that you can do to increase your close rate. And it's not increasing your closing skills are learning how to better persuade people or be a better negotiator. It's how to better run discovery and qualify your prospects properly.

[00:01:20] So I'm not saying you should be following bands or anything like that because that's an old school way of thinking. And what I'm saying is get very clear on who you best serve and who you don't. And. This is important because sellers often are quick. Say, for example, if you have a prospect that is saying, send me a proposal, send me a proposal, and they want you to skip certain steps of your process.

[00:01:51] This is a huge. Mistake that a lot of sludge make because it bloats your pipeline, therefore negatively impacts your close rate. You want to be very disciplined with what you allow to get in your pipeline. Make sure it's a deal that will actually have a good chance of close. Now there is, even if you do everything right.

[00:02:15] There are still things beyond your control where deals will not close, but you want to do your best work on the front end of the sales process to make sure that the deals that you have in there are highly qualified prospects that are highly engaged prospects that you have identified. Have a problem.

[00:02:36] That they care about solving a business problem that they care about solving, and you are the best candidate to solve that problem for them. So in order to increase your close rate, you need to get better at qualifying and disqualifying your prospects. You need to increase your skillsets around running a good sound discovery.

[00:03:00] I'm a big fan of the gaps. Method framework for running discovery. Um, it's not enough to just tell your prospect that they have a problem. You need to ask enough good questions to help them realize that they have a problem. And that it's actually a business problem, not a technical problem or a. You know, nice to have a type of problem of solving, uh, what is the impact of not solving that problem and what is the priority of solving that problem?

[00:03:30] Because if the problem, if the business problem is, has a big enough impact to their business of not solving it, then closing the deal no longer becomes. As difficult if you do the proper work in the beginning of the sales process. So to sum things up there in order to increase your close rates, you need to be better at running discovery and qualifying and disqualifying your prospects and disqualifying.

[00:04:01] Your prospects is important because your time is valuable. Your. Pipeline should be treated as a coveted space for deals that have been qualified and validated that it is worthy of going to the next step of your sales process. If you enjoyed today's episode, please write us a review, share the show with your friends.

[00:04:22] It really does help us out. And we are always open to hearing your feedback. You can drop us voice DMS at sales transformation dot F. Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your leaderboard.

[00:04:47] Yeah. It's free sales cast, doc community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best temples.