How to close deals by the end of the year

All salespeople have felt the anxiety of hitting their annual sales target in the last weeks of the year. With only 13 days left to the end of 2018, at CPM we have gathered a few tips to help you finish strong on the last quarter of the year.

• Audit your sales funnel

If you haven’t done so already, we recommend you reviewing your sales funnel and defining your pipeline for the rest of December. Remove all the deals that are not likely to close this year so you can focus on those opportunities that can help you to hit your sales target. Having a clear view of your sales pipeline and what opportunities are more likely to close in the upcoming days will give you a better direction on which deals you should be focusing on.

• Focus on your prospects priorities and timeline

When contacting prospects, remember to base your communications on their priorities and timelines, not yours. Even though you are feeling the pressure to close a particular deal by the end of the year, it’s important to not lose sight of your prospects needs. Let the needs and priorities of your potential customers be the main focus of your conversations, while bringing to light how your customers can benefit by signing in for your product or service.

• Get creative with incentives

With so little time left, it’s important for you to think outside the box on how to close more deals. A great way to do so is by making an offer to your prospects that they can’t say NO to! Whether it's a discount or offering an extra service/feature for the same price, make sure your offer is for a limited time only to incentivise the purchase decision.

Lastly, don't forget that you want to close successful customers, so if a deal wasn’t closed in December, you can follow up and close the deal in January!

At CPM we are all about sales and sales are all about people. We are proud to work with Ireland's top salespeople so if you are ready for your next career challenge, why don't get in contact with us? Have a look at our current roles or contact our recruitment team (info@cpmire.com) if you'd like to know more about our job opportunities.