If you asked any sales manager what the top three stages of a sales process that most salespeople struggle with you would hear prospecting, discovery and closing the deal. Although all three of these are crucial in the sales process, one is absolutely essential closing the deal.
Why is this so challenging? Because this is the moment of truth where the greatest risk of true rejection is. Part of the problem is not knowing how to ask for the business and the other part is how to respond when customers don’t tell us exactly what we want to hear. This brings panic for salespeople which then causes them to lose control. There’s nothing worse than watching a winnable sale leak out of the pipeline because we couldn’t manage objections when it’s time to be closing the deal.
This is where the R.E.A.C.H./ Pivot Process comes in. At Scorecard Sales, we teach this as a simple and effective way for all salespeople to work through objections. It is a core component of our integrative sales improvement process.
R.E.A.C.H. for the solution means:
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Resolve any reasonable objections with ease.
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Establish a mutual understanding for items that can’t be changed.
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Affirm that the sale is still optimal for the customer.
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Confirm that the customer is still interested.
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Harmonize by working together on a mutually beneficial solution.
For example, if a customer needs “time to think,” you must resolve the hang-up. To learn more about us and how we handle these scenarios, visit our company page. We also share more scripts on our blogs.
Always be prepared to Pivot For The Progress Unless you uncover a deal breaker, there is still a chance to move forward. Never try closing the deal without a Plan B. A proper Plan B keeps the customer engaged through professional sales coaching techniques like offering smaller commitments or lower risks.
You can track these pivot opportunities using sales performance software (our web tools) to ensure no lead is left behind. Mastering this transition is a major focus of our B2B sales training.
If your team needs to master the art of closing the deal, our sales methodology training and sales consulting services are designed to drive these results. Ready to see a difference in your win rate? Request a quote for a customized workshop today.
