A few years ago, I accidentally stumbled upon some interesting information. Ever since I discovered that stat, I have been able to close more deals than ever before. Now, I will let you in on it and how you can use it in your sales process…
The 57% Rule
As I mentioned earlier, I discovered this statistic several years ago. Still, I think that the data is stronger and more relevant than ever before…
The Marketing Leadership Council reported that B2B buyers won’t call for information on major purchases UNTIL they are 57% ready to buy.
This data blew my mind. Why?
BECAUSE STATISTICALLY SPEAKING, YOUR CUSTOMER IS HALFWAY TO THE CLOSE WHEN THEY FIRST CALL YOU FOR INFO!
Think about it…
How many times have you:
- Looked up a product on the company’s website
- Read reviews
- Or, compared prices
And I bet you did it all before going to a retailer.
Today, your customers are shopping the same way. For that reason, if you know the sales cycle, you can leverage this knowledge to make more sales in less time.
But how do you find out the last piece of information your buyer needs to pull the trigger?
How to Use the Stat to Close MORE Deals FASTER
When a customer calls or walks into your store, there are a couple of steps you can take to “check their temperature” on the deal.
First, you greet the prospect and ask what you can get them information on.
FROM THEIR ANSWER, YOU CAN DETERMINE FAR THEY ARE FROM THE CLOSE.
For example, the buyer wants to know the availability of stock number 1234 in black leather, he’s ready to roll.
However, if he starts asking questions about packages, models, etc., you have a little more work to do.
Proceed by being upfront about the price and then build value. This may be uncomfortable for some of you…
YET, THIS 57% STAT CAN’T HELP YOU UNLESS YOU ARE TRANSPARENT BECAUSE IT IS IMPOSSIBLE TO CLOSE ANY DEALS WITHOUT A PRICE!
After, you can ask these questions — which I call trial closes — throughout your presentation:
- Have you heard enough to make a decision?
- Have you seen enough to make sense of the investment?
Both trial closes don’t kill the deal with the prospect and keep you from presenting your product longer than necessary.
Keeping this stat in mind will help you close more of those “easy” deals. Nonetheless, how do you make a sale with someone 0% there?
How to Close ANY Deal
At the end of the day, this stat will close the deals that are already at the finish line. But you and I both know that not all your buyers are there yet.
THE SOLUTION IS YOU HAVE TO KNOW THE SALES CYCLE BACKWARD AND FORWARDS AND HAVE CLOSES FOR EVERY SITUATION.
Because I’ve been in sales for over three decades, I’ve done the leg work for you. As a result, I put ALL sales and closing material into the Cardone University training program.
Schedule a call with my team here for more information.
That being said, remember this stat, it will help you close more deals. More than likely, the customer is more than halfway to the sale.
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