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How to Close Sales Like an Absolute Pro
There’s no one way to close a deal, but these tips will help you create a winning game plan.
How do you improve at closing?
Know the customer.
Know their objections.
Know the decision maker.
Know when to fold ‘em.
Sales representatives don’t close every single opportunity in their pipeline. That means a lot of the prospects that come your way may not become customers. It’s also possible a small percentage of leads could bring in a lot of your revenue, which means you don’t have to pursue those unlikely to close. Knowing when to move on is critical. Don’t dwell on prospects that have shown no interest in closing. You’ll lose sight of more promising opportunities.
"If you can’t solve someone’s problem, be honest and explain why you can’t solve it," says Emma Rutter, Senior Learning Solutions Consultant at Go1. "They will remember your sincerity and potentially come back to you in the future when you can solve their problem.”
Know you’re part of a team.
Combined expertise will outweigh one person’s expertise every time. When you’re facing hurdles, lean on your collaborative tools like Slack to connect with your fellow reps or your sales managers in real time so you can decide your next move as a team. We recommend even creating deal-specific channels in Slack that can act as a repository of knowledge and support for high-level opportunities.
“Sales is not an individual sport, it’s a team sport," says Alyssia Tennant, National Sales & Delivery Director at Simplus. "To scale up, ensure communication and focus is aligned across multiple internal business units. Don’t just think of it as the sales process with salespeople; include your marketing and services teams and do away with silos.”
What sales closing mistakes should you avoid?
Going in for the hard close.
Pressure selling is out, empathy selling is in. When you come out early with an ask for the sale and then keep aggressively asking before you’ve even truly established your product’s value, it shows little consideration for the buyer. It makes it appear as though you're speeding through the sale to meet your quota, and it’s off-putting. After all, selling isn’t about you, it’s about them.
Charmaine Keegan, Founder, Director and Lead Trainer at Smarter Selling, encourages sales people to "listen, understand and connect with customers at the beginning of the sales journey. Don't be obsessed with closing."