As a company based right outside Philadelphia, this past Super Bowl was harder on all of us than many others. The Eagles may not have been able to make it to the goal line to make it out on top, but that doesn’t mean you can’t. Sales are one of the most important parts of a business, and end-of-the-year sales calculations can sometimes make or break a business’s future success. Don’t worry though, sales can be boosted by implementing certain practices and pivoting game plans throughout the year. The goal is to clinch the greatest number of sales possible within a given year. This means anything to expedite a sale only leaves room for more sales to be made – a win for everyone.

However, closing a sale can sometimes come off as pushy or like the customer is just being “used” to help someone else make a buck. Humans like to feel appreciated or that they are somehow contributing to a greater cause. This is often why companies like to have touching background stories or partner with local charities. It allows consumers to feel as if their purchase is for the greater good. This is even clear in tasks such as job hunting. Only connecting with someone to get an internal recommendation typically doesn’t go well and is met with a dead end. This is because people want to feel like they are wanted or important so setting up a long-term rapport with a person goes much further before asking for a recommendation. The same goes for sales. For example, according to field sales management platform SPOTIO, nearly half of all calls end without the sales rep asking for the sale. At the end of the day, it comes down to being personable and making people feel needed instead of used.

Here are 5 tips for sales-winning strategy:

1. Do your market research.

Putting in the work beforehand is so important. Doing the research before reaching out can change the course of a sale and how fast it moves. Market research can include making sure you know the exact audience that your targeted prospect markets to. This will help expedite the sale because it shows you put in the work to understand their company’s needs and it helps them understand how the product or service you are selling can be helpful to their company and sales. This is a great tactic to implement whether you are cold calling or emailing too. Market research also includes understanding the interests and role that the decision maker holds. Connecting to a person on a personal level helps start conversations and takes the business talk to the next level.

2. It’s all about the closing methods.

There are a variety of techniques to confidently get a prospect to the close. The Assumptive Close, is a technique where you use verbiage that assumes the deal is sealed. Instead of asking if they’re ready to buy, ask them about their ideal product quantity. It’s assertive, though not aggressive. Another is the Puppy Dog Close: Let them take a sample home to try it and see if that convinces them to purchase. This is known as an effective method throughout the years and why car salesmen always want you to test drive a car. If a prospect can use a product and envision their future selves using a product/integrating it into their lives, they are much more likely to close on a sale.

3. Stay on your toes.

Making sure you’re prepared for any situation is extremely important when you’re on a call. Sounding confused or unconfident in answers can leave prospects to feel worried or uneasy about putting their business in your hands. Understand the possible concerns businesses may have about the pitch you are giving. This ties into the previous market research as well. Being able to give answers on the spot for prospect questions can be the difference between losing a sale and solidifying it. Even if there is a question you are unsure of being able to confidently answer, explaining that you can redirect them to the proper channels or send over the proper information after the call can help minimize any lack of assurance they may have.

4. Pose questions.

If the prospect still doesn’t seem sure, ask them questions. Consider open-ended ones like, “What are all the steps we have to take to help make this deal happen?” or, “Based on what we’ve discussed, do you think our solution is a good fit for your needs? Why?” This will tell you if your technique has been effective and give insight into their thinking in the moment. Questions are also a great tactic to get consumers to really think. So often life is moving so fast that people decide what they think they want before they even get to the sale. By asking questions, it gives the brain a split second to think of an answer to the question but also allow room for them to question their own answers – moving everyone closer to a closed sale.

5. It’s all about trust.

It all boils down to trust. Prospects need to be able to trust your business with their business. Even further, they need to trust you. You are the gateway to your company’s products and services, and being relatable, trusting and honest is the best way to make connections. Connections and trust are the foundation of any successful relationship, and relationships build sales. Think about a favorite coffee shop or restaurant. Oftentimes people pick these things because they share similar backgrounds, went to the same universities or share favorite sports teams – seemingly arbitrary things, but they build a level of trust and connection that has people coming back time and time again.

Finishing strong on a sale can feel overwhelming if there is no training put in beforehand, but with these tips and a personal spin on every call and email, sales will be rolling in left and right. It all comes back to making the customer/prospect feel wanted for more than just their sale and money. That you value them as a long-lasting partner in and out of business.