Close Deals Faster Using These 2 Must Have Tools

posted by Troy White on Friday, February 01, 2019 in Office Equipment Blog

The office technology industry is extremely competitive. Being creative about how you maintain momentum throughout the sales process is key in closing your sales in a timely manner. Falling short here can mean the difference between getting a contract signed and losing business to a competitor. One way to shorten the sales cycle and keep your prospects moving down the funnel is through the use of technology.

Today, we’ll provide a few examples to show you how technology can speed up your closing phase by bringing efficiency and ease of use to 3 key areas of the close—all while enabling you to deliver a stellar customer experience.

Calculating a Quote:

If your customer is asking you for a quote on a specific piece of equipment, they are in serious decision making mode. Congratulations! Making it to this step means you’ve won a series of battles already. But don’t celebrate yet - you are far from winning the war!

If you’ve read the book, “They Ask, You Answer,” by Marcus Sheridan, you understand that today’s consumers do not want to wait for answers to their questions. While his book discusses this in the context of the online research your customer does prior to reaching out to you, his concept absolutely applies once the prospect is further along in the buyer journey.

Obviously, a key question a prospect will ask prior to making a purchase is, “How Much?”

When you are talking about financing, the answer may not always be straight forward. There are calculations involved, and you may even need to reference some paperwork. Whether you’re on the road, in the showroom, or at your desk at the time you are asked this question, you have to be prepared to provide an answer quickly, while they are still in the mindset to buy.

By using our SnappShot® app, you will streamline this step and be prepared to answer this question quickly at all times. Simply open the SnappShot app and select the ‘Create a Quote’ option. Enter the finance amount and a few other related variables (term length, maintenance, etc.) and SnappShot will do the rest. In a matter of seconds, you'll be able to provide your customer an estimate of their monthly payment, and in turn, they’ll have some confidence in your ability to quickly deliver answers.

Submitting a Credit App:

So your customer has received the quote, and they like what they see. They are ready to move forward with the credit application. You are so close to closing the deal. At this point, it’s crucial you are able to keep your momentum going and move quickly through the credit application process.

Using SnappShot once again, you can quickly submit the credit application for your prospect on their behalf. Simply navigate to the ‘Submit a Credit App’ menu item and enter in your customer’s information. Or, if you prefer an even easier way -- simply take a photo of your customer’s business card, and Snappshot will use the data to create and submit a credit application on their behalf.

The application is then sent via SnappShot directly to GreatAmerica, where our team begins our credit check process. In fact, after you submit the credit app through SnappShot, we can usually turnaround a decision for you in less than an hour.

Signing on the Dotted Line:

At this step of the process, your customers have been approved and all that’s left for them to do is sign on the dotted line. Seems simple, right? But your method for collecting your prospect's signatures can have a big impact on their overall experience. Without utilizing the proper technology, this seemingly small task will require several cumbersome and time consuming steps to collect the necessary information. For example, you’ll need to deliver documents to your customer and then ask them to print, sign, scan and send the document back to you. This process demands a lot from your customer and can really place a bottleneck on your sale.

On the other hand, electronic signatures cut out these steps and allow for some welcomed versatility. Doc-Ease, our handy digital signature tool, allows you to offer the convenience of electronic signatures and ensure a much faster turnaround time for everyone involved.

We recognize all the work you’ve done to establish and build relationships with your prospects. When they are on the verge of making a decision, the last thing you want is a clunky and time consuming exchange of quotes, credit applications, or finance documents. Your interaction with them in the closing phases will play a role in their perception of you and your brand that could impact future business, or even halt the sale completely, so make a good impression by taking advantage of the technology tools provided by GreatAmerica.

Learn more about SnappShot:

Learn more about Doc-Ease:

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About The Author

Troy White, Market Technology Leader at GreatAmerica Financial, is responsible for the introduction and continual improvement of integrations that automate the transfer of important information between GreatAmerica and its partners with the goal of making business easier for GreatAmerica customers. Prior to joining GreatAmerica in 2014, Troy worked for Fiserv, Inc. as a program manager where his focus was automating processes for accounting and financial functions. White earned his bachelor's degree in finance from the University of Iowa.

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