Sales Skills
April 9, 2024

Summer Prospect to Fall Close: Getting deals over the line



Summer selling may be slow for some businesses, but it doesn’t mean that you have to take your foot off the gas. How are you currently prospecting to close deals for the next season? Are you building rapport with your prospects and nurturing relationships with your customers?

In our panel discussion “Summer Prospect to Fall Close”, Elana Juhl (Bandwidth), Margie Verdon (PagerDuty) and Katie Capuzzo (WISE) shared strategies for sticking with the deal, getting it over the line, and building trust along the way.

Here are some key takeaways to guide you in your professional journey.

Ask yourself why.

Put yourself in the customer's shoes and ask yourself why they should buy from you. Empathize with their pain and come from a place of curiosity. Don't allow your quota to interfere with building trust. A customer-centric approach will bring you success.

Why not today?

You don't have to wait until your customer signs the dotted line to celebrate. While the process is in motion, recognize the accomplished tasks as they come. Learn to celebrate small wins. We promise this won't jinx the deal :)

Be bold.

Don't sleep on Q4! It can be a great chance to reach customers in a slower time and get ahead of next year's plan. Go visit them, understand their goals and jumpstart the sales cycle before Q1 even begins.

While seasonal dips happen, it’s crucial to stay motivated so there isn’t a slow down in sales momentum. Continue building relationships and credibility with your customers so when they are ready to buy you’re the first person they think of.

Want to learn more? You can stream the full event recording here.

Thank you to all of the WISE partners for making this event possible and our panelists for sharing their time and advice.