Ever come across those sales job listings mentioning “looking for a closer”? If you’re curious about what it takes to be one and how to up your game in the competitive world of sales, you’re in the right place. After all, in sales, the ability to close deals is not just an added bonus but an expectation. So, how can you elevate your sales game and boost your ratio of closed deals to pipeline and prospecting? Let’s dive into the art of becoming a closer!

The First Call and Setting the Stage:

They say it all starts with the first call or discovery call, and that’s undeniably true. This initial interaction sets the stage for the entire relationship and the buying/selling cycle. To build a strong foundation, you should know your sales cycle inside out. From the discovery call, gather insights on what it will take for your prospect to navigate their buying process and make a decision. Once armed with this information, proceed to marry the two through a vetting stage, involving presentations, negotiations, and more.

Now, let’s explore the key strategies to ensure a successful close.

Closing Techniques:

The Confident Assumptive Close: This technique involves exuding confidence and presenting the contract as a natural next step. It’s the ‘we’ve had our negotiations, here’s the contract, can you sign today?’ type of close. The advantage of this approach lies in the confidence it instills in the prospect, encouraging them to move forward swiftly. However, it comes with a potential downside – if there are lingering hesitations or overlooked details, you might find yourself blindsided.

The Frequent Outs: The frequent outs technique allows ample room for addressing any hesitations and fostering clear communication about each party’s position in the process. When executed correctly, it can streamline the decision-making process. Yet, if done haphazardly, the lack of structure may lead to a prolonged sales cycle and a lack of confidence on the buyer’s side.

The Consultative Approach: Now, here’s a personal favorite – the consultative approach. As someone who earned the moniker “the worst saleswoman” by mastering this technique, let me shed some light on its effectiveness. As closers, we often find ourselves at the precipice of emotional decisions, especially as we near the end and that coveted commission. The key to success here is detaching the emotional aspect on our end.

In the consultative approach, the focus shifts from a pushy sales pitch to becoming a trusted advisor by confirming the prospect’s needs, challenges, and goals at this stage. By making the prospect an active participant in the decision-making process, you forgo the sense of ownership in the process. After all, you can’t force someone’s hand to sign, so let’s establish signing is something they WANT to do.

By the time you reach the closing stage, it’s not about coercing a decision but guiding the prospect towards the logical conclusion that your offering is the best fit for their needs. Detaching emotionally allows you to navigate new objections objectively and maintain a level-headed approach. This not only enhances your credibility but also empowers the prospect to make a decision based on facts and merit, rather than succumbing to emotional pressure.

Remember, closing a deal is not a one-time event; it’s the culmination of a well-nurtured relationship. Whether you lean towards the confident assumptive close, frequent outs, or the consultative approach, the key is to strike a balance between assertiveness and flexibility. By mastering the art of closing, you not only boost your sales figures but also earn a reputation as a trusted advisor in the eyes of your clients. So, go ahead, hone your skills, embrace the consultative approach, and become the closer every sales team dreams of having on board.

Sincerely,
The Worst Saleswoman