11/10/2023-Closed-Won

Understanding why your buyers buy is one of the more challenging yet fulfilling parts of being a sales pro. Every buyer and sale is different; learning all you can to help for the next time is key.

You just sold the biggest deal of your year…congrats.

Why’d they buy?

Seriously…what was the reason your former-prospect-now-client handed over gobs of money?

No matter how nuanced your offering, the length of your sales cycle, or the buying process, don’t forget to learn why your buyer bought!

Clicking the Closed-Won box in your CRM is a fantastic feeling, but knowing exactly what made your buyer take the leap is ideal because it gives you insights into your offering and sales strategies.

The best time to strike is when moods on both sides of the desk are good and happy…right after the order hits.

If you recently made a sale, do whatever you must to get 10 minutes on Zoom with your buyer.

After the typical exchange of pleasantries, say, "I’m thrilled to have your business, but if you wouldn’t mind, can you answer why you bought us? …what specifically made you pull the trigger?"

And then…be quiet. Listen.

You’re bound to learn more and deeper intel from the buyer right after the order is sent; you’re also apt to learn about how they view the competition!

All that info will help you with future selling on this account, and with other prospects, too.

One of the more stimulating elements of the sales game is learning about each buyer and their agendas. You must be a bit of a psychologist to do well in sales.

Sellers must constantly appraise what types of buyers respond to which messages. And sellers must try different approaches and see what’s working and what’s not.

That’s a big, fun, and rewarding part of the job.

The best time to learn what tipped your buyer onto your side is when everyone is in a good mood, and that’s always right after the contract gets signed. Remember, buyers enjoy buying too – perhaps not as much as sellers like selling, but pretty close. Buyers enjoy rewarding sellers for a job well done after the long slog of the pre-contract journey.

However, each buyer is motivated differently and has different agendas and personal motivations. To enhance your learning about your pool of buyers and the companies they represent, learn how "Closed-Won" insights help you.

The insights will reveal what hot buttons to keep hitting, which is especially important when the rocky times come…which they will.

You need a "Closed-Won Dance."

Ya know, a little celebration wiggle that makes you feel warm, fuzzy, and giggly.

After you click the closed-won box in your CRM, you deserve a short moment to let it all out. (So much for ringing the gong …..boooooorrrrrrrring).

Check out these football touchdown dances in this YT short and be inspired to create your own moves that you can call your own.

You work hard to break business…a mini celebration is deserved!