Closify

05/26/2022

You can change a GOOD sales script into a GREAT one...

How? By shifting the language to align with your style of speaking.

This boosts *your* confidence when delivering the message.

If the script doesn't feel or sound like you, change it.

05/23/2022

Attention coaches, consultants, and agency owners 🗣

Tired of sales recruiters trying to sell you reps that will “help your business get tons of closed deals” as soon as they’re placed?

Yeah, so were we. That’s why we started Closify.

Instead of being just another recruitment agency who takes 45+ days to place a rep, we can help you do it in just 7.

Our platform makes it easy to hire, onboard, and manage commission-only sales reps. (and we do it for WAY LESS than what most sales placement agencies charge)...

Yes, we do everything that recruiters do and more, at a faster rate and better price.

You know that closing deals are the lifeline of your business. But if you’re still spending 20-30 hours/week on sales calls, you’re spending way too much time on a task you should be delegating.

Just imagine what you could do with all that free time knowing that a proven rep is handling them. This is why experienced sales reps are key to scaling your business.

Look, running a business can be hard. There’s a million moving parts to focus on, but Closify makes it so you don’t have to worry about sales anymore.

So if you’re interested in learning more and hiring proven sales talent, book a demo with our team at: tryclosify.com

05/19/2022

3 things to make sure you’re showing on your next sales call...

1. Holding frame.

Have an abundance mentality when taking sales calls.

Remember that your product is the prize, the prospects are ASKING for a solution...they just need to be guided in the right direction.

2. Being relatable/likable.

Show empathy towards the prospect's situation.

Let go of any prior emotions before the call and enter in a positive mindset.

There's a reason top-performers are where they're at - they're charismatic and easily likable .

3. Showing respect.

Show up to calls ready to give your full attention.

Be present in the moment, give the prospect your full attention, and make sure there's no outside noise that can mess up the flow of the call.

These are 3 basic things you should be showing on EVERY one of your sales calls.

Take one and focus on it in your next call, see where it takes you.

Be sure to follow Closify for more sales tips and strategies 🚀

05/17/2022

Building Rapport in Sales [THREAD]

Everybody preaches about building rapport in sales…

But what does it actually mean? And how do you do it without coming off as cringy?

Here’s a quick overview of what it means to build rapport ➡️

Rapport building is a foundational skill in sales.

People naturally do business with people they like, so it pays to come off as a genuine person.

But actually building rapport requires a bit more homework and dedication than just asking “Where are you calling from today.”

So what does it actually take to build rapport?

Here’s a few things to focus on:

✅ The strategy you’re using must come off as genuine from a “sales role” (don’t come off as too needy asking unnecessary questions

✅ The strategy must be relevant to the prospect’s communication style (if they’re ready to buy from minute 0 no need to draw out the call longer)

✅ The strategy should be relevant to the prospect’s culture (if they’re a big fan of X it might be a good idea to talk about X at some point)

Now that you know what to focus on, here’s HOW to get it across ->

1️⃣ Asking the right questions.

The barebone structure behind building rapport is asking the right questions and responding appropriately.

No need to complicate this part of the process, it’s the same thing as having a normal convo with a friend.

2️⃣ Building rapport personally / professionally.

There are two methods of building rapport from research -> from their personal information (social media, google, etc.) and business information (company awards, metrics, etc.)

These two methods show you have taken time beforehand to know who they are as well as demonstrate competency about their business.

Whatever strategy you end up using to build rapport during your sales process, just make sure it’s genuine.

Relationship building is key in every sales transaction & building rapport is the first step in making that happen.

Be sure to follow Closify for more sales tips and strategies to scale your business 🚀

05/05/2022

Most sales teams think top-performers are successful purely on natural talent…

But what they don’t realize is that they can replicate their success across other reps.

How? By reverse-engineering the traits and baseline expectations behind their top-performers & making a checklist for other sales reps to follow.

Here’s what to focus on:

✅ Educational Training & Assessment

Top-performers regularly engage with training material to improve their sales knowledge.

This includes watching sales videos, call recordings, & researching industry trends.

Tip: Take the extra time to create quizzes/assignments to score reps on their retention -> they should all be scoring highly.

✅ Offer/Product Competencies

Your reps should have extensive knowledge of your product/offer stack and how it stacks up against competitors in your marketplace.

This knowledge will help them dial in on an efficient script that aligns with your company’s sales methodology.

✅ PerformanceIndicators

While setting your top-performer’s performance as a goal for the rest of your team to hit is ideal…

It’s counterintuitive. They’re your top performer for a reason.

Instead, you can set and reward incremental goal indicators like:

🚀 Demonstrating improvement after coaching/peer-to-peer reviews

🚀 Number of deals closed above average value

🚀 Most improved quarterly commissions

Make sure to give your sales teams the support they need to develop into better performers.

While your top performer is #1 for a reason, you can adapt some of their qualities and use them to help your other reps raise their performance levels.

05/02/2022

There’s a lot of intangibles that come into play when building out your company’s sales team.

You can’t just bring on a few sales reps without any backend systems for them to properly settle into their new roles.

Here’s what we found out make the biggest impact for creating a winning sales culture with the clients we’ve worked with 👉

🚀 Bring on reps that are passionate about sales

Soft skills can’t be taught. You can’t *inspire* someone to go the extra mile when it’s required of them.

When vetting potential candidates, ask them what they’re passionate about.

Seeing how they talk about something that matters to them is a HUGE tell on much effort they’re willing to put in.

But passion alone isn’t a deciding factor, these reps should ideally align with the company culture.

Looking to grow into a larger role (managerial, executive, etc.) shows dedication and faith in your company’s future & product/s.

🚀 Scout for a mix of efficiency and effectiveness

Your reps should be maximizing their time to be aligned with as many ROI activities as possible.

It’s also important that they’re effectively performing to your expectations.

Use hiring tests/quizzes, ask questions relating to working under pressure, and make sure to be crystal clear on what the baseline numbers to hit are for their role.

🚀 Tailor your compensation structure to incentivize growth & performance.

Your compensation structure should incentivize your reps to focus directly on activities that produce the most consistent revenue for your company.

This requires you to take a step back and look at the data - what are signs that are common amongst your best customers?

Are they from cold traffic? Are they coming from referrals? Figure out what’s the best way of producing high quality leads and tune your compensation to reward these tasks.

🚀 Have a seamless onboarding experience.

Tweaking your onboarding process is key to bringing on new reps that’ll get quick wins for your company and stay longer.

Figure out what information they need to start producing results and integrate it directly into their hiring process.

Making them feel like an important part of your company from Day 0 will attract better reps and give them a reason to grow into a larger role.

Scaling your sales team with certified, vetted reps can be tough if you don’t know what qualities are in top producers.

At Closify, we personally vet each commission-only sales rep to ensure they meet the above qualities & have a proven track record in their niches.

Looking to bring on S-Tier Talent onto your sales team?

Book a call with our team below so we can demo how you can bring on a closer in the next 7 days with our platform 🚀

https://www.tryclosify.com/refer/joshua-f

05/02/2022

“Money is in the follow-up” is a time-tested strategy for maximizing the value of your pipeline.

There’s tons of deals to be made if you understand how to properly follow up without coming off as needy.

Here are some tips on how to make that happen 👉

✅ Work with people on their schedule.

A good way to promote urgency is reframing the conversation in terms of a prospect’s deadlines.

When they say “Oh I’m looking to achieve X in the next 6 months”, use this time frame when following up as a way to put pressure on making a decision.

The closer the deadline is, the more important it is for them to make a quick decision.

✅ Follow up on multiple channels

The more channels your prospect sees your message on, the more likely you will get their attention.

Use email, phone, SMS, LinkedIn, and other platforms that they’re on in further outreach. People have different communication preferences so it’s best to reach them on one that works.

✅ Clearly defining next steps.

It’s extremely important that you make it clear to the prospect what the next steps are for the deal to progress.

You can’t afford to lose out on potential sales as a result of not taking the time to highlight what’s expected.

✅ Use different hooks/subject lines.

Trying to keep a conversation going but using “just following up” or “checking in” isn’t as effective as getting their interest or providing value.

Send articles/videos they’d find useful and/or using humor in follow-up makes you stand out.

Following up is an important skill to learn in sales -> apply variety in your outreach methods with the above tips to keep the conversation with potential prospects going.

If you learned anything new from this make sure to share & follow Closify for more sales tips & strategies.

04/29/2022

Having a Winning Mindset For Sales 🚀

The difference between a good sales rep and a great one usually comes down to their mindset.

Who can keep their cool? Which one is going to stick to the process to guarantee success? Who’s always finding ways to improve their sales game?

Here’s how to think like a top performer ➡️

👉 “There’s always another lead.”

Top performers always think about how there’s more quality leads in the pipeline when they’re talking with a prospect.

You *cannot* allow for yourself to put the prospect on a pedestal. This gives them the upper hand and commoditizes yourself/your offer.

👉 Think in terms of processes, not outcomes.

You can’t be thinking of hitting $10k+ commission months without committing to the process that will allow you to reach them.

If you know your avg closing rate, use it to figure out how many calls you need to take in a month to reach your baseline goals. (X revenue produced, X income, etc.)

👉 Don’t let one call’s emotions bleed into the next

Some sales calls are going to be unsavable. And others may feel like you’re getting your time wasted.

Whatever the case is, don’t let your emotions bleed into following calls. You need to approach each call with a fresh slate - your calls will flow much smoother.

👉 Always think of improving.

A top performer will always look for ways to improve. Investing into coaching, reviewing calls with others, sparring, etc.

The best reps will constantly be improving on their sales skills and dialing in on fundamental principles.

Sales is a lifelong skill, always take the time to learn more when you can.

Interested in more tips on how to improve your sales skills/processes? -> Make sure to follow Closify to stay up to date!

04/28/2022

Everybody wants to be a top performer…

But few have the qualities it takes to smash KPIs and generate consistent & predictable revenue for their businesses.

Here’s what it takes to be a sales shark 👉

✅ Efficient at qualifying leads

You need to be extremely efficient at qualifying inbound leads.

If they do not look like a potential client, then you should NOT continue wasting your precious time.

Don’t send unqualified leads to your sales team and waste even more time.

✅ Outbound expert

You aren’t a true sales expert if you can’t think of new ways to generate demand from outbound prospecting…

It’s important to be able to identify who an ideal customer is for your offer & what kind of message would work to get their interest.

Outbound is one of the most cost-efficient ways of producing ROI -> don’t skip out on mastering this skill.

✅ Being able to close the deal

This is a no-brainer. If you’re efficient at qualifying prospects and generating demand…

The only thing left is being able to close the deal.

You can’t be afraid of asking for the sale -> the more calls you take the more natural the ask will feel.

These are the qualities it takes to be a full-stack sales expert…

And the exact qualities we vet for when interviewing sales reps for Closify.

Looking to bring a commission only sales rep with the above traits?

Book a call with our team here:

Closify's proprietary platforms helps you recruit, hire and manage proven sales people to help you close for deals and improve your conversion rates.

04/26/2022

If you’re serious about scaling your business, you need to understand improving sales performance is a continuous process (and not an area you can just throw a couple sales training sessions at and call it a day…)

Proper scaling comes down to a two-pronged approach:

👉 Improving your sales process
👉 Improving your team’s ability to sell

Here’s how to do that ->

There’s TONS of different ways to improve your sales process.

But it requires some insight for you to diagnose areas where you can be more efficient…

Can you improve your prospecting efforts? Lead quality? Qualification process?

Maybe a different sales script could help boost closing rates.

There’s many different variables in your sales process you could continuously tweak to help boost your average closing rate…

But even though all these changes could boost your overall closing rate, you need to make sure your sales team has all the ongoing support they can get to improve their sales skills.

This includes investing into state of the art tech, coaching, programs, and other sales training material for your team.

Give them the tools to succeed and your company’s growth will show their appreciation.

Learning how to build your sales department properly is necessary in order to scale effectively…

Without a proven sales process, your sales reps will struggle from the moment they start. And without quality reps, your pipeline value won’t be capitalized on as much as it can be.

You NEED to make sure you are constantly finding ways to add value to your sales team AND tweaking your sales process to be more efficient.

Make sure to follow Closify for more tips & strategies on how to scale your sales team 🚀

04/25/2022

Nailing the discovery portion of your sales process is the key to uncovering the emotional pain points that can drive prospects to make the decision to move forward with your offer.

Without a proper discovery process, you lose out on vital information that can help you bridge to a seamless close later on in the call.

Your discovery portion should help achieve the following;

👉Get to know your customers *NEEDS*

Your customer may *want* your offer but unless they feel like they *need* it, they won’t buy from you.

Find out what their needs are and align your offer with it.

👉Understand your customer’s *PROBLEMS*

What are your customer’s main problems?

Knowing what they are allows you to tailor your offer to specifically address their needs and their biggest problem, which makes saying “yes” to you a no-brainer.

👉Understand how you can solve their *PROBLEMS*

If you know what your customer’s main problems and needs are, you have enough information to make a killer offer.

But before you go and promise the world, take some time to figure out how *YOU* can help solve their problems.

Is your solution hands on/off? DFY/DWY? This step is important to find the right solution according to your abilities.

👉Understand how you can benefit their *NEEDS*

The last part of the discovery process comes down to understanding what’s the best way for you to package your offer and what to focus on.

Maybe they’re feeling stressed out with their current solution’s inefficiencies and need an upgrade. Or perhaps they’re aiming for a certain KPI per month and their current partners aren’t cutting it.

Whatever is their main goal, find out what it is so your offer will speak directly to them.

The discovery process is where you find the nuggets of gold that can make/break your sales call. Make sure you use the right questions to probe around for what actually matters to your prospects.

Follow Closify for more tips on the best sales strategies for your industry.

04/21/2022

Could you be losing out on revenue in your sales funnel?

A poorly optimized sales funnel can lead to inefficiencies, loss of deals closed, and even poor clients.

Here are 3 warning signs of a bad funnel and how to fix them ->

1) A high number of leads, low conversion into deals

If your sales funnel has a high amount of “qualified leads” coming into the pipeline…

But none are converting into deals?

It may be time to revisit your ideal customer profile & tailor your prospecting efforts accordingly.

2) A high number of deals, low conversion into accounts won

Contracts sent out can be a good sign that your sales process is good at attracting people to the final stretch, but if more clients aren’t being brought on board, this is wasted time that could be better spent on other leads.

Find out what the objections are that are holding your sales team back from closing at this point. Support them by changing product, offer, or training on how to better overcome these objections.

3) A high number of accounts won, low number of loyal customers

Customer churn is real, and it could hurt the stability of your company if you don’t address the first signs of it occurring.

Figure out what’s causing int -> are they not understanding the product entirely? Is there no support after they’re onboarded? This is where a strong customer service backend can help.

Your sales funnel has tons of other variables that come into play than just “revenue produced.” Figure out where you can improve yours so you can bring more consistent revenue for your company and scale.