Every reseller has their sales approach—tricks of the trade they’ve learned from experience.
But they may not know how to close the deal faster.
While there’s no magic formula for winning business and closing a sale, there are tried-and-true sales techniques that can improve your chances of turning potential customers into paying customers more quickly.
Be smart about prospecting
Let’s face it—without a sales pipeline full of good quality leads, the prospects of growing your IT practice are less than promising. It’s a numbers game—the more prospects you generate, the better your chances of closing a sale. Here are some tips to improve the odds:
Focus on customer needs
- Create an ideal prospect profile—Look at your track record and examine which customers you’ve had the best experiences with—those who are the most profitable and whose needs and IT requirements you’re best at delivering. When growing your sales pipeline, it’s also helpful to think in terms of “problem/solution”—identifying what pain points you’re best at solving and which potential customers have those pain points.
- Don’t be shy about asking for referrals—91% of B2B buyers are influenced by word-of-mouth when making buying decisions and the referral-based sales closing rate is 50 to 70%. Still, only 40% of salespeople ever ask for referrals from their customers.
- Send personalized emails—80% of buyers say they prefer to be contacted by salespeople via email but research shows personalized emails have a 26% higher open rate than mass emails. What’s more, personalized emails that are optimized for mobile generate higher click-through rates than those that aren’t.
- Master the art of social selling—With 91% of B2B buyers now actively engaged on social media platforms and 84% of senior executives using social media to support their buying decisions, building your business’s social profile is now essential. Think of social selling as a way to educate your prospects and customers about the technology they need to grow their businesses—and to position your team as thought leaders in that technology area.
Instead of leading your sales pitch with the latest products and solutions you offer, approach it from the customers’ perspective. Find out what pain points they’re trying to address and then figure how to explain why you’re the best choice to help them. Focus on the attributes of your company in a way that clarifies value to the customer. Qualifications, certifications and past experiences are all relevant here, as long as they directly relate to what the customer needs.
Ask the right questions
Develop a list of questions to determine scope, budget and other factors that will influence the ultimate sale. For example, instead of asking a question like “What’s your budget,” try a more solutions-oriented approach that shows you’ve done your homework and know what they need to address their IT problem: “Leading companies tend to spend approximately $XX annually per employee on [service], and our [service] tends to require a similar investment. Is that in line with your budget parameters?” If this question elicits a negative response, be prepared to have an alternative solution and price point you can recommend.
Ingram Micro develops playbooks related to different solutions and technology that can provide questions like these you can use as a guide. Reach out to your sales rep, who can offer plenty of business development resources to help you.
How to close the deal faster—pitch financing options
Your ultimate goal in the sales process is to make it as easy as possible for the customer to say “yes.” So don’t overlook your ability to leverage the resources and programs offered by Ingram Micro Financial Solutions. It’s important to make the customer aware upfront that you can offer financing options. Our survey research shows that:
- 61% of the customers interviewed expect their solution provider to offer a finance option and/or monthly payment plan.
- 64% think it’s easier to make a technology acquisition when a finance payment option is provided.
- 71% of the solution providers interviewed believe their customers acquire more product and service lines when they have monthly payment options.
In short, making financing options part of the sales pitch can improve the chances of winning the business.
To learn more about how we can help your customers purchase the IT they need, visit https://imaginenext.ingrammicro.com/it-solution-provider/services/financial-solutions
For sales techniques and other resources to help improve your new business win rate, reach out to your Ingram Micro sales rep.