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Sep 19, 2023 · You either close or you don’t. The make-or-break nature of sales closing can make it one of the most stressful aspects of selling, but it doesn’t have to be. “Fundamentally, closing a deal should be the easiest part of a sales cycle,” said Jay Camp, a strategic account director for large enterprises at Salesforce.
Apr 23, 2024 · This involves knowing the right things to say to follow up effectively, generate a sense of urgency, present the value of your product, and ultimately close more deals. Let’s dive into 16 sales closing techniques to help you read the room and deliver a closing pitch that’s persuasive enough to land the deal. 1. The Assumptive Close.
- Stop focusing on the close. This was one of the biggest aha moments I’ve ever had in sales. Like many salespeople, when I first began selling, I was focused on what tactics to use in order to close the deal.
- No sales breath. “Sales breath” is my term for any words or actions that immediately give away that you’re desperate to close the sale. Have you ever been in a buying situation where you just got the sense that the salesperson sorely needed to close the deal in order to pay their rent, or just make it by?
- Disqualify. Disqualification is one of my biggest passions around closing the sale. Most salespeople have been taught to persuade and convince prospects to do business with them.
- Drop the pitch. I still hear the word pitch all the time from sales managers and CEOs. They say things such as, “My people need to have a better pitch in order to close more sales.”
- Now or Never Closes. This is where salespeople make an offer that includes a special benefit that prompts immediate purchase. For example: “This is the last one at this price.”
- Summary Closes. Salespeople who use this closing technique reiterate the items the customer is hopefully purchasing (stressing the value and benefits) in an effort to get the prospect to sign.
- Sharp Angle Closes. Prospects often ask for price reductions or ad-ons because they know they have the upper hand -- and they also know you expect it.
- Question Closes. To achieve these two foundational goals, it's imperative that reps ask prospects probing questions. Effective salespeople focus on closing a sale as soon as a conversation with a prospect begins.
- Leslie Ye
- They know the close starts right at the beginning of the sale. Good closers understand that the sales process doesn’t just involve one close. It's an ongoing process that underscores the sale as a whole — you're closing a prospect from the first conversation you have with them.
- They know that a close goes both ways. The best closers don’t get lost throwing information, technical jargon, and figures at their prospects — hoping most of it sticks enough to land a deal.
- They create genuine urgency. Salespeople who reliably close never rely on the promise of a discount to get the deal over the finish line. Pricing should never be the main reason to buy right now — as opposed to next week, month, or year.
- They get buy-in on each step before moving to the next one. Great closers never risk their time by making assumptions. They check to make sure they’re aligned with their prospect before moving on to another discussion at every step in their sales process.
By understanding which steps you should follow to close a deal, you can often shorten the sales process and win more. In this guide, we’ll show you how to close a sales deal in seven steps. We’ll also look at the different requirements to close sales in various industries and explore some well-established deal-closing techniques.
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2 days ago · The test drive close also makes the prospect trust that your solution does what you say. They’ve experienced it firsthand. You can apply this close to pretty much any type of sale. You just have to give them a way to experience the product or service in a low-risk environment. Below are some examples:
