Looking Back/Looking Forward - The Secret To Closing More Deals
The ultimate goal for salespeople is pretty simple - to close more deals. But how do we make that happen? Today’s episode of Aligned is a rerun of Sean’s guest appearance on The Sales Evangelist Podcast hosted by Donald Kelly. The pair discusses the science-based approach to sales and marketing (and the alignment between the two) that Fitzmartin specializes in to drive revenue for clients.
The idea of a science-based framework:
- Most of us love superheroes (who today isn’t a devout Marvel fan?) As the last touch, salespeople are considered the hero for most clients in the business world.
- While a sales team might complain about bad leads, science has a different view. 80% of leads are in some degree of consideration.
- Behavioral science is the transtheoretical theorem of behavioral change, according to Prochaska & DiClemente: there’s more to human behavior than awareness.
- Sean’s pro tip: When interviewing an ad agency, ask them what the most effective marketing approach is just before closing a deal.
- A good marketer knows how to impact a deal throughout the sales process.
Looking back/looking forward:
- From a marketing and sales perspective, there are specific ways to help when customers want to move forward.
- Scientific research has determined nine processes across all forms of behavioral science that allow people to move forward, but only at specific places.
- When people are contemplating a purchase, they go to your website. However, just because the prospects haven’t bought doesn’t mean they forget your company and their needs.
- Awareness isn’t everything; consumers need a later stage process to finalize their decision.
- Marketers need to help people move from contemplation to preparation and eventually to action.
Episode resources:
- Follow Sean M. Doyle on LinkedIn and visit his website. You can also get his book, Shift, for free by clicking this link.
- Speak with Donald directly on LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.
- The book Changing for Good: A Revolutionary Six-Stage Program for Overcoming Bad Habits and Moving Your Life Positively Forward by James O. Prochaska talks about the change of behavior applicable to everyone who seeks to change.
Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.