Closing sales planning is very important to getting valuable leads and finally converting leads you've been talking about for months. After putting so much energy into promoting your product, the last thing you want is to ruin your deal with a poorly prepared sales closing process. In this post, I will share with you the proven process of creating a close sale plan that has helped close thousands of finish line deals. But first: What is a sales closing plan?

I take preparation very seriously, so I always plan to close the sale with the prospect. This always increases your chances of winning the trade and prepares you for last minute opposition.

Closing-of-Sale Plans should cover everything the prospect has to offer, but typically cover the rest of the sales cycle, how the product will be sold internally, and how the product will be realized.

Why Do You Need A Sales Closing Plan ?

Making an official sales closure plan allows you to allow your perspective and others related to purchase decisions are on one page. You can also manage your sales process from a perspective that is not delivered to a major purchase decision that is not broken as a work that can perform Gargantuan work and not broken as a small and accomplished work.

In most cases, the biggest problem for sale is the biggest problem. It is easy to not have any potential customers rather than starting to purchase or implement potentially complex purchases or implementations regardless of whether exploration is promoted or introduced into old products for the first time.

This vibration is removed by measures to complete sales, but also helps to increase transaction speed. After the exploration invests time to build a plan, they are not wasted because they have more incentives to go forward.

Sales the sales closure plan shows the understanding of the problem. Provides the ability to clarify the problem areas. When determining how to sell the process and sales, the solution actually solves the problem and confirms that it is with the appropriate people.

It is important to put forward your goals to prospects. Emphasize the value of all solutions, not specific features of the product.

How to Make The Sales Closing Plan

A good dealing plan can be a complex or very simple document. Here are the steps you take when creating a dealing plan to cover all the objectives.

1. Determine the goals of prospect.

During introductory calls and follow-up conversations, you may already have a good idea of ​​your prospect's goals. However, it's always a good idea to double-check your goals when making a sales closing plan. Priorities may have changed during the conversation. This is especially true if you're experiencing issues that you weren't aware of before.

Here are some questions to ask:

What goals do you have ?

A person without a goal is not a good customer. As a sales rep, your job is to find prospects who will become great customers that reduce customer churn.

Ask them a simple "WHY?"

Buyers do not buy for reasonable reasons. They buy for emotional reasons. Your product is a reasonable means to an end, but that end is usually influenced by emotion. Your prospects have an image of the future in their minds and your product can help them achieve that. Encouraging prospects to talk about this future will help them understand why they should invest their time and money into a solution.

2. Help potential customers imagine a future with or without your product.

Your prospects won't close with you unless you help him with what his life (or job) will be like after he's with you.

It is a good idea to ask simple questions such as: "What's the difference with this purchase?"

This may sound like a bad question, but it helps my prospects look forward. If I sell my product to them and they use it successfully, what fundamental change should they make to their business? Need to increase the number of employees? Do you organize regular exercise? Budget redistribution?

But don't just focus on logistics. Also, help us see positive changes such as growth opportunities and income growth. Only after drawing this image can you move on to conversations related to processes or logistics.

Another question I'd like to ask is "What happens if I don't make this purchase?"

This question will help you find your prospect's plan B. They can get into trouble if they don't buy, and asking them to imagine such a possibility starts the closing process. It can also show that you are in a competitive situation. In this case, you need to contact your coach or champion to find out where you are.

3. Identify the stakeholders and barriers.

After you've painted a picture of your prospect's future with or without a product, you need to clean up some logistical information, such as the final decision makers and those involved in the purchase.

Again, you may have discovered this information early in your conversation with a prospect, but these answers often change once you build enough trust and relationships. You may have given vague answers when you first started talking, and your detailed plans are your chance for clarity.

Here are two questions you can ask.

Who is responsible for the buy-in?

It depends on who will use your product and how it will be implemented. It is also important to consider whether the manager must sign the decision.

And don't forget the potentially malicious people. For example, if your stakeholders have previously acted as advocates for one of your competitors, it is important to engage them as soon as possible. Identify this person and talk about how to save face and make the transition smooth. You don't want to make enemies.

What is the most difficult part about buying or making a sale?

Identify barriers to buying as soon as possible. This question will help your prospect understand the extra work they need to do before they sign the dotted line.

Other questions are as follows:

• Who should be involved in the actual purchase - signing contracts, approving budgets, etc.?
• Do I need a Request for Information (RFI), Request for Proposal (RFQ) or other documentation to coordinate with my purchase?
• Should the legal team intervene?
• How long will this process take if additional documentation or review is required?

4. Develop an action plan to inform stakeholders and remove obstacles

After receiving answers to the questions specified in the previous section, you must notify stakeholders, and create the required documentation and create the required documentation to create the required documentation.

For example, if Avenue must create an RFQ or RFP, the following steps can be written or compile the proposal (before sending a query (before sending an official query or RFP), If you plan to attend a particular party for your purchase decision, you must schedule a meeting if you plan to attend.

Sales plans are joint documents and remember that both transactions can be successfully closed. Because you are a seller, you can get more to closed, but success is a goal for you, and the action plan should reflect it.

Remind potential customers that they have a vested interest in this transaction.

When seeking Sacraments “Our company will help you achieve [x].“But towards the end of the sales cycle, it's important to bring the scale back. You are the one talking to others, and even if potential customers don't buy your product, their company won't lose, they lose.

That's why you want to ask your prospect, "What are your personal goals?"

I always want to know if my potential clients have skins in my game. This gives me an idea of ​​a motivating vehicle I can use to move the deal forward and makes my prospect rethink why this particular deal is important to them. The closer you are to the end of the sales cycle, the more likely your prospect will be exhausted. It is important to refocus on winnings.

Gather all of this information in the Sales Closing Plan document

Whether you're using a spreadsheet, a Word document, or a PowerPoint presentation, it's important to capture all the results in a closing plan document. In general, make a closing plan by adjusting your company's existing sales plan, and don't forget to share it with your prospects so they can make adjustments as needed and leave comments.

Good News is : Sales do not have to close the document plan from scratch. If necessary, create and delete and delete and delete and add a sales closure plan.

Free Sales Closing Template

This template contains all the sections you need to have a solid plan to close your relationship with your prospect. You have two options: plain text documents or design documents with images and graphics. Depending on your industry, it may be advantageous to use only text.

You can also use this template to create an enterprise-wide sales plan that enables your entire sales team to sell more efficiently, meet revenue targets, and use available resources.

Here are the sections we suggest to include in your closing sales plan.

• Cover Page: Introduce the organisation you’ll be creating the sales closing plan with. Do remember to incorporate your prospect’s name under “Written by” or “Authors.”
• Mission [Optional]: Incorporate your prospect’s mission if you feel it will help with closing the sale. Understanding your audience's goals from the most important point of view will help you make your final presentation more effective.
• Team: We recommend listing your stakeholders in this section, paying particular attention to decision makers.
• Target Market: Outline your prospect’s target market here. Compile all of your data from your discovery call to fill out this section.
• Tools, software, and resources [optional]: It can be helpful to know which tools the client is already using. Are they using competitors? Do they usually buy the type of product you sell? You should change your pitch accordingly.
• Positioning: This is a critical section that will help you understand your prospect’s position and offerings in their industry. Fill it in with their help. Guessing won’t help you out here.
• Marketing Strategy [Optional]: This section is optional unless you are selling marketing products. If so, it's important to understand how your potential competitors are currently selling your products and services.
• Action Plan: This is where you list what you and your prospects need to do to close deals and connect successfully.
• Goals: List your prospect’s revenue and other quantitative goals which you would have obtained from the calls and followups.
• Budget: Incorporate a detailed outline of your prospect’s budget for purchasing.