Everyone who works in sales has that one lead they just can’t close. Every lead has their own personality and needs, so it can be hard to meet those on the spot. These precise sales steps will ensure you have the means to tailor your approach to the personality of any lead.

If you have a call scheduled with a lead, build and share an agenda of the meeting with them beforehand. It might help them relax, and it gives you a guide through the rest of the conversation. Practice active listening with the lead so you can respond to their specific problems with your product. While you’re listening, look out for any objections to your product or service. This will help understand where they’re coming from and further your investigation into their needs.

After your call, follow up with a thank-you email. This keeps you on their minds and also continues the conversation so you can provide more product information. It’s also important to make the “ask” towards the end of the conversation. It’s important to leave it open for further discussion as well. Phrasing it like “Should we move onto orders and billing or do you have any further questions?” will go a long way.

These are just some of the steps associated with making the big sale when a lead is harder to close. If you need an efficient payment program to help make the process smoother, I recommend First American. GoEmerchant offers a variety of payment processing services and products for the modern entrepreneur. If you’re an AFEUSA member, utilize your exclusive discount!