{"id":3031,"date":"2017-05-12T16:20:00","date_gmt":"2023-10-18T16:20:57","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=3031"},"modified":"2023-10-18T17:35:49","modified_gmt":"2023-10-18T17:35:49","slug":"sales-closing-techniques","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/sales-closing-techniques\/","title":{"rendered":"5 Ways To Get From Nearly-There To Closed Deals"},"content":{"rendered":"\n

We all think we know what closing a deal looks like. You might picture shaking the customer\u2019s hand, sharing a smile or watching as they sign the paperwork.<\/p>\n

That\u2019s not really what closing looks like, though. Those are actually snapshots of what happens once the essential details have been dealt with. The process of closing begins much earlier, and involves steps that can\u2019t be ignored if you don\u2019t want to the deal to disappear entirely. \u201cNearly there\u201d isn\u2019t good enough when you\u2019re closing.<\/p>\n

Closing the sale isn\u2019t just good for business growth. It\u2019s also key to retaining talent. A recent survey by the Canadian Professional Sales Association and Mercer Canada<\/a> showed that turnover in sales teams was on the rise in nearly every major sector. The top reason for moving on was failing to meet quota \u2014 in other words, an inability to close sales effectively.<\/p>\n

Fortunately, you can count the steps of how to close sales on one hand.<\/p>\n

1. Identify Your Account Team And Key Influencers<\/h3>\n

Leads can come to sales teams through all types of channels, but what\u2019s really important is how to nurture a lead into a genuine prospect. That means knowing who the ultimate decision-maker is \u2014 and whether there is an ecosystem of influencers who will be part of that final decision.<\/p>\n

Let\u2019s say someone fills out a contact form on your web site looking for more information on a product or service. That person might be the decision maker or end customer, or they might be simply doing some research for someone higher up. A manager might be trying to get background information, for instance, but the decision-maker is the director. However, a VP \u2014 the director\u2019s boss \u2014 might give guidance or financial approval before the deal can close.<\/p>\n

As you set up those initial calls or meetings, you\u2019ll need to get a sense of who the team members are within the prospect account. Then, bear in mind the additional hoops the decision maker will have to jump through and what kind of information might proactively answer the questions or objections they\u2019ll face internally.<\/p>\n

2. Nail Down The Qualifying Question That Ensures A Deal Will Close<\/h3>\n

Companies reach out to sales teams for many reasons \u2014 not just because they want to buy things. Some want to make sure they\u2019re on top of changes within their particular market and understand the tools their competitors might be using. Others want to get details for brainstorming exercises they conduct as part of their long-term strategic planning process.<\/p>\n

This is why smart sales pros use qualifying questions to make sure their prospects are worth pursuing. Some common questions are:<\/p>\n