![\"Get](\"https://mercurylabsmarketing.com/wp-content/uploads/2021/09/banner-Get-Ebook-Sales-Enablement-Essentials-Tools-Materials-and-Tactics-for-Winning-Deals.webp\")
Van, one of our seasoned sales reps here at Mercury Labs thought he’d personally share the 2 things he did to improve his sales conversions – by 70%
\n\n\n\nAs one of Mercury Labs\u2019s sales executives, closing deals was one of the biggest challenges I encountered. But over the years, there are two things I\u2019ve learned when it comes to prospect engagement and closing deals.
\n\n\n\nIt starts with the mindset of not treating your prospects as transactions. Yes, you want to make a sale and increase your sales stats – that\u2019s a given. But there\u2019s a problem with treating prospects as mainly statistics \u2014 we lose empathy.
\n\n\n\nHowever, when I changed that mindset, it opened me up to learning strategies that work.
\n\n\n\n![\"A](\"https://mercurylabsmarketing.com/wp-content/uploads/2021/09/a-good-closer.webp\")
A good closer is not aggressive, pushy, or unethical \u2014 even when you\u2019re excited about closing the deal.
\n\n\n\nPeople are not transactions nor are they statistics.
\n\n\n\nThey come to us because they have a problem or pain and they believe we have the solution. So start helping them, making them feel that you genuinely care.
\n\n\n\nInstead of selling, I do the opposite \u2014 I keep quiet and let them talk about their existing pain points and difficulties. I ask questions that allow me to learn more about them and their challenges. In that way, I can effectively demonstrate how our services will benefit them.
\n\n\n\nUnderstanding their present position and them showing how we can assist them is a winning strategy.
\n\n\n\nHere\u2019s one helpful tip when you ask questions \u2014 know when and how to ask them. In other words, timing is very important and the only way to perfect that is to listen to your prospects.
\n\n\n\nRelated: From Feet on the Street to Digital: 3 Sales Tips That Never Left
\n\n\n\nMercury Labs has standard rates but a good closer should be flexible by providing customized pricing that fits the client budget.
\n\n\n\nOur pricing guideline is just that \u2014 a guide. Don\u2019t follow it to the letter, especially after speaking with the prospect and learning of their situation.
\n\n\n\nThis is the newest strategy I\u2019ve been using with my clients. Instead of basing my proposal on our standard pricing, I factor in their sales cycle, the total number of sales reps, geographical presence, and other scopes of work.
\n\n\n\n![\"When](\"https://mercurylabsmarketing.com/wp-content/uploads/2021/09/the-perfect-quotation.webp\")
Again, the art of listening is at play here. When you actively listen, you can give the exact solution they need, especially when you\u2019re on a proposal review. You\u2019ll be able to explain and justify the quotation you\u2019ve given them. It always works 70% most of the time.
\n\n\n\nI\u2019d say that what I shared is a very basic and common strategy. However, a lot of salespeople miss them because they do most of the talking. They think that if they talk more, they show their expertise and knowledge. But experience has taught me that isn\u2019t the case.
\n\n\n\nTalking a lot doesn\u2019t close sales but actively listening does.
\n\n\n\nAnd I feel great not just because I closed the deal but because my clients were happy to find a solution. At the end of the day, it\u2019s very encouraging to hear them tell me that I have helped them.
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