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.
“Every deal, whether it’s a win or loss, has something you can learn from. It’s an opportunity to reflect on how you can evolve both in process and strategy,” said Kelly Myers, an account executive at Salesforce who specialises on enterprise-level deals.
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.
“You're going to win 10 times more as a team than you are as an individual,” said Myers. “There will be a lot of times where you don’t have the answers, and that’s okay. It’s important to know you have a team that will do everything in their power to help you deliver what the customer needs.”
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.
“I don't think the hard sale has any place in today's market. I always tell people sales is not about ‘selling’ or convincing anybody of anything. It's about helping people solve problems or achieve goals,” said John Barrows, the CEO of JB Sales, a sales training firm.