The term closing refers to the process of making a sale. The sales sense springs from real estate, where closing is the final step of a transaction. … In automobile dealerships, a “Closer” is often a senior salesman experienced in closing difficult deals.
Now the question begins:
What is pre-sale?
Imagine that you are a business owner and a Foodaholic person who wants to open a brand new restaurant in your hometown. As you start building the facility and preparing for opening day, you want to gauge the public’s interest level.so you decide to begin the pre-sale process.
Rather than just opening the restaurant and starting off at zero, you decide to open up a pre-sales office during construction. A potential customer can see a menu chart of a restaurant, they can also view a 3D model of the restaurant what the restaurant will look like and taste some delicious food of your restaurant.
The pre-sales process is the specific set of activities that lead up to winning a new contract or acquiring a new customer. Most of the Companies generally have a pre-sales team in place which is sometimes referred to as sales support.
The pre-sales team handles a lot of the implementation of the sale and they also occasionally handle the follow-up as well.
If you want to close your deal through pre-sale you should follow these things:
- Finding contacts with prospects
- Identify the prospect’s needs
- Presenting the Proposal
- Make the Best offer
- Manage objections
- Close the Sale
- Ask for Referrals
- Empower your team to Improve the presales Process
For, B2B businesses with a strong and strategic presales process consistently achieve win rates of more than 40%.In, IT Companies they looking for vendors to implement software solutions call for proposals. There is a crucial link between sales, customer, and Delivery. They need to work having the ‘big picture’ in their mind.
To sum up we can say presales is demanding on both technical and business knowledge .presales involvement in SUSPECT, PROSPECT, and LEAD and in these three phases it differs from situation to situation.
In simple words, “To improve sales, Pay more attention to Presales”
According to the study, a pre-sales process will make the customer more informed and interested. If you compare to the rest of sales positions, the pre-sales executives are meager and promoted business extremely fast. It is also beneficial for Start-up and medium level industries.
