PERFECT YOUR ABILITY TO CLOSE SALES
From restaurant and hospital workers who slip and fall on spilled liquid to retail workers who get injured using the cardboard baler, every industry and workplace is susceptible to workplace injuries. Travelers recently released the results of its newest study that focused on workplace injuries. It analyzed over 1.5 million workers’ comp claims between
2015 and 2019 and found that 35% of injuries occur during employees’ first year on the job, regardless of age or work experience.
Here’s a situation you’re probably familiar with: You’ve got a prospective client, and it seems
like they’re interested in your product, but no matter what you or your top salespeople say or do, they just won’t commit to the sale. If this sounds like your business, don’t panic! There are ways you can improve your closing skills that you can start doing right now!
“Our data underscores the importance of comprehensive onboarding and training programs for employees, particularly as we navigate the challenges of COVID-19 and see many workers starting new jobs,” said Chris Hayes, assistant vice president for the Travelers Risk Control - Workers Compensation and Transportation division. “While new employees are among the most vulnerable, many injuries sustained by employees of any tenure can often be prevented if the proper safety measures are in place.” Travelers found that the most common cause of first-year injuries was overexertion, which accounted for 27% of claims. Following that were slips, trips, and falls at 22%, being struck by an object at 14%, and cuts and punctures, being caught in or between objects, and motor vehicle accidents at 6% each. Amputations, multiple traumas, electrical shock, and dislocations were the most expensive claims. When it comes to which industry saw the most incidents, the restaurant industry stood above the rest, as 53% of the claims involved first-year workers. The construction industry followed closely behind, as half of their claims came from workers still in their first year with a company. When people get injured at work, they usually have to miss a few days. Throughout the five-year period that was studied, 6 million work days were lost due to first-year injuries. On average, construction workers missed the most days followed by transportation workers. Dislocation and inflammation injuries resulted in the most days missed. Travelers’ study shows that workplace training is essential to reduce the risk of injury in the workplace. Make sure your employees are well-trained when they start and that they go through continuing education courses to greatly reduce the risk of workplace injuries.
One of the most tried-and-true methods is the assumptive close. In this tactic, the salesperson proceeds under the assumption that the prospect already wants to buy. They won’t say things like, “Are you ready to buy?” Instead, they focus on saying, “How many of our products would you like to purchase?” Another often successful method is the “puppy dog close.” This is a common tactic that involves offering a free trial or sample of your product to the prospective client in hopes they will fall in love with it and continue with the actual purchase. However, improving your closing skills means nothing if you don’t put legwork into the actual sales process beforehand. When you try to sell to someone with whom you aren’t familiar, even just talking with them can be difficult. So, you need to make an effort to know each customer and their potential objections. Take some time to figure out who they are and why they’re coming to your business for your products or services. This will help you figure out what objections they may have so that you can develop a plan to combat their doubts. Lastly, know when to give up on a sale. You aren’t going to be able to close with every customer who walks through your door, and that’s okay. When prospects fail to show interest in closing after multiple meetings, it’s time to focus your efforts elsewhere. If you get too caught up in one unlikely prospect, you may miss out on more promising opportunities.
If you take the time to learn and train your team on different selling techniques, you will begin to notice an increase in sales before long.
2 • www.INSURICA.com • Specialized Insurance Programs for Specialized Industries.
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