Have you ever felt like there are magical sales techniques that can turn your emerging business into a big shot? On average, 4.4 million businesses start annually across the US. As a bootstrapped or small business, you need an expert closing technique guide to stand out.
Well, you’re in for a treat!
We’re about to unlock the secrets to sales success, and trust us, it will be exciting. Our guide is all about closing deals quickly and gaining loyal customers!
So grab your coffee, get comfy in that ergonomic chair, and let’s explore our 15 quick sales closing tactics.
Importance of effective sales closing techniques
Let’s show you why you need effective sales closing techniques – backed with statistics:
Reduce sales cycle and boost revenue
Notably, 60% of customers say no four times before eventually saying yes. It increases your sales cycle and demands you to invest more effort and time into closing deals. But, when you employ the right closing techniques, you can significantly shorten your sales cycle.
Outshine the competition
Remarkably, around 50% of sales professionals spend their time on unproductive prospecting. Hence, you must master closing techniques to stay ahead of your competitors.
Demonstrate value and gain loyalty
Closing techniques empower you to convey the value of your product or service compellingly. Studies reveal that customers who experience value-enhanced service interactions are likelier to remain loyal.
Meet quotas and targets
Statistics show that only 60% of sales reps manage to meet their quotas consistently. And you want to be one of them, right? Then, you must have closing techniques in place that work for your business sales.
Setting the stage for successful sales closings
Before we explore the closing techniques, let us set the needed sales foundation. Here’s how to do it:
1. Do audience research
It is a fundamental step in effectively tailoring your sales message and marketing efforts. To conduct thorough audience research:
Start by defining your target audience. Understand their demographics, such as:
- Age
- Gender
- Location
- Income
Also, delve into psychographics, like:
- Values
- Interests
- Pain points
To gather insights, use surveys, social media analytics, and customer feedback. Plus, analyze your competitors’ audiences for market trends, concerns, and objections.
2. Perform lead qualification
Prioritize sales leads based on their readiness to buy. It will save time and resources. We advise you to use lead qualification frameworks like:
- MEDDIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion
- BANT: Budget, Authority, Need, and Timeline
- ANUM: Authority, Need, Urgency, and Money
- CHAMP: Challenges, Authority, Money, and Prioritization
- GPCTBA/C&I: Goals, Plans, Challenges, Timeline, Budget, Authority, Negative Consequences, and Positive Implications
3. Schedule closing times
Coordinate with the prospect to find a suitable time and date for the closing. Avoid rush decisions and ensure both parties are fully prepared. Research shares the best timings to approach prospects:
- Tuesday shows a 20% higher possibility of closing sales, followed by Thursday.
- Sales reps calling between nine and Ten a.m. have a 45% higher chance of success.
4. Set a follow-up plan
Have a post-closing plan in place to ensure customer satisfaction and continued engagement. Provide ongoing support and nurture long-term relationships. You can do it by employing a robust marketing automation software platform, such as Encharge. It offers features like advanced behavior emails that send automated emails based on prospects’ action triggers.
5. Train your sales team
Train your sales team on product knowledge, objection handling, appointment setting, and sales techniques. Keep them updated with the latest industry trends and competitive insights. They must anticipate and prepare responses to common objections.
6. Hire professional sales development representatives (SDRs)
Consider hiring professional or outsourced SDR companies because they bring specialized skills and expertise to approach sales leads. They often have exceptional knowledge of sales techniques and relationship-building. Thus, they serve as influential appointment setters and free up valuable time for your core sales team.
However, clearly outline the role, responsibilities, and qualifications you require for your SDR. It’ll help you coordinate better with them.
7. Run data analysis
Set metrics to measure your sales team’s closing performance. It will help you make needed adjustments later.
4 Steps to close deals faster
Let’s break it down to you- you need some skills to make faster sales in business. To develop that, we have a framework you need to follow – Interest, Rapport, Credibility, and Structure.
Let’s break down the steps involved in this framework:
Step 1: Interest – Make them listen
This step is all about making them listen and engaging their curiosity. They won’t invest any time or energy in your proposal if they’re not interested. To close a deal, you must first grab the prospect’s attention.
For instance, suppose you want to sell a new software solution to a business. You can pique its interest by highlighting how your software can address the business’s pain points. It could be streamlining their operations, saving time, and increasing profits.
Step 2: Rapport – Get them to like you
88% of B2B customers make a purchase only once they believe the salesperson is a trusted advisor. And building rapport is a way to gain that trust.
Your rapport is the bridge to a genuine connection with your potential client. It’s all about:
- Creating a positive relationship
- Making them feel comfortable
- Showing your genuine care about their needs
When you’re likeable, prospects are more likely to open up and be receptive to your ideas.
Suppose you discover during small talk that you share a passion for hiking. Now, you can use this common interest to establish a personal connection that goes beyond the deal.
Step 3: Credibility – Get them to believe you
If your prospects don’t believe in your product or your ability to deliver, they won’t commit.
Thus, it’s super important to build credibility. It means that other companies trust you and believe you can do what you say.
Your prospects often deal with complicated stuff, lots of money, and long partnerships. When you’re seen as credible, others choose to work with you.
Step 4: Structure – Provide a road map
Alright, so now that you’ve:
- Sparked their interest
- Built a good relationship
- Shown that you’re trustworthy
Next, it’s time to make things crystal clear.
Have a roadmap that helps them picture the whole process from start to finish. It makes everything easier for them to understand and visualize. They learn what’s going to happen and what they can expect.
The sales roadmap also helps you employ the Assumptive Close method. This method has positive support from Oliver Goodwin, Founder & CEO of Synthesys. He says,
“One technique that works very well for us is the ‘Assumptive Close.’ This approach involves confidently assuming that the prospect is ready to make a purchase and guiding them toward the final steps of the deal. It can be a powerful way to instill confidence in the prospect and expedite the closing process.”
15 best closing techniques to win (almost) every sale
Various stages come into play in building the B2B sales process in an organization. Closing deals, while crucial, is said to be more challenging by 35% of salespeople.
But worry not. Our 15 amazing techniques will help you smoothly win deals:
1. Use a unique value proposition (UVP)
Your value proposition answers the fundamental question: “Why should customers choose you over your competitors?”
Thus, you must put extra effort into creating your UVP.
Let’s say you’re a company that sells eco-friendly cleaning products. Your UVP could be: “Our cleaning products not only make your home sparkle but also protect the environment. Clean with a conscience.”
Let’s check out some tips for an effective UVP:
- Differentiate yourself: Clearly communicate what makes you unique, even if it’s a niche aspect of your offering.
- Be specific: The more specific your UVP, the more compelling it is. If you offer the fastest data delivery, mention the exact time frame.
- Test it: Get feedback from colleagues or potential customers to ensure your UVP resonates.
- Update as needed: Your UVP may evolve as your business does. Don’t be afraid to revisit and refine it over time.
- Align with your brand: Ensure your UVP is consistent with your brand’s identity and values.
- Showcase the problem-solution dynamic: Make sure your UVP highlights the problem your product or service solves and how it provides the solution.
2. Make it interesting
When you pitch your product/service to a potential customer, prepare to grab their interest. It’s like a movie’s opening scene – captivating enough to make the audience want to see more.
Here’s how you can do it and capture your prospects’ interest:
Show your prospects you know them: Gartner says 86% of B2B customers expect companies to understand their personal information during interactions deeply.
So, before talking to a potential customer, learn about them and their company. It’ll help you maintain a conversation that they WANT during the sales pitch.
For instance, if they are seeking software that can make their customer support better. Then, start by saying you appreciate they want to help their customers efficiently. Mention you understand their need for a system that’s easy for their support team to use and provide great service. Say you understand how fast replies and happy customers are important in their business field.
- Show why your offer is relevant: Tailor your sales pitch to address their specific needs and pain points. Show them that you understand their challenges and have a solution.
- Actively listen to what they have to say: Listen to their responses and show genuine interest in their concerns. It demonstrates that you value their input and are willing to adapt your approach to meet their needs.
- Ask questions (It’s important): Engage your prospect in a conversation by asking thoughtful questions. It will help you gather more information about their needs. Plus, it will show your dedication to helping them.
3. Establish rapport
Think of building rapport like making a new friend. People are more likely to do business with someone they like and trust. Here’s how you can get them to like you:
- Be personable: Be friendly, approachable, and authentic. Smile, maintain good eye contact, and use their name in the conversation.
- Mention common interests: Find common ground or shared interests to bond over. It could be a hobby, a sports team, or a mutual acquaintance.
- Show empathy: Project empathyy by understanding their emotions and perspective. If they express concerns, acknowledge them and offer reassurance.
4. Establish your credibility
For someone to buy from you, they need to believe that your product or service is worth their investment. Therefore, focus on establishing credibility. Here’s how to get your prospects to believe you:
Talk with data: Backup your claims with relevant:
- Facts
- Statistics
- Customer success stories
- Testimonials
It provides concrete evidence of the value of your product or service.
- Always be transparent: Honesty is key. Acknowledge limitations or areas where your product may not be the perfect fit. This way, you show your integrity to prospects.
- You have expertise; show it: Showcase your knowledge and expertise. Explain how your solution solves their problems and why you’re the right choice.
- Offer solutions, not just sales: Focus on how your product or service adds value to their business. Show care about their business’s growth and not just making a sale.
- Provide guarantees or trials: Let them try your service themselves and decide. It shows confidence in your offering.
5. Avoid long summaries
When you prepare your sales pitch, avoid long-winded explanations and summaries. Lengthy summaries can make your potential customer lose interest or become overwhelmed. Instead, you must:
- Keep it concise and to the point.
- Highlight the key benefits and features that are most relevant to your prospect.
- Try to convey features/solutions in a way that’s easy to understand.
It will help your prospect remember the important information and make a quicker decision.
6. Don’t use ambiguous or pushy CTA
Through CTA, you define the next step you want your prospect to take. But you have to do it carefully. Do not ever use these kinds of CTAs:
- Ambiguous CTAs, like “Let’s maybe do something.”
- Pushy CTAs, such as “Buy now or regret it forever.”
- These can be counterproductive.
Instead, your CTA should be clear and mutually beneficial. It should guide your prospects on what they should do next and why it benefits them.
For instance, “Would you like to schedule a demo to see how this can benefit your business?” is a clear and helpful CTA.
7. Never talk past the close
Talking past the close means continuing to pitch or discuss the sale after your prospect has already indicated a positive decision. Once the prospect is ready to buy, don’t keep convincing them or adding more information.
It can lead to confusion and second thoughts. Instead, acknowledge their decision, express gratitude, and discuss the next steps.
These could be finalizing the documents or setting up a membership account.
8. Avoid adding something new
When you’re at the closing stage, it’s essential not to introduce new information or features. Don’t give any new information you didn’t discuss earlier in your pitch.
Doing so can create uncertainty and cast doubt on what you’ve presented so far. Therefore, you should:
- Stick to the points you already covered.
- Make sure your prospect is confident in their decision based on the information they have.
However, you may have new aspects to consider. You can discuss them in a follow-up conversation. It’ll avoid overwhelming the prospect at this critical stage.
9. Use empathy
Don’t you like it when someone understands your feelings and needs? Your prospects feel the same when you directly speak to their needs.
It’s about genuinely connecting your prospects’ emotions. We have some tips that can help you empathize with them more:
Show them you care: Yes, we know you would want to tell all about how great your product is. But that’s not what your prospect may want.
Therefore, pay close attention to your prospect’s words, tone, and body language. It’ll show them you genuinely care about their concerns.
Ask them unfiltered questions: Encourage the prospect to share more about their needs, challenges, and goals. It helps you understand their situation better.
Further, acknowledge and validate the prospect’s pain points and challenges. Show that you understand their frustrations.
It’ll help you customize your pitch to address the prospect’s specific needs and concerns. Show them how your product or service can solve their problems.
- Relate on a personal level: Share stories or experiences demonstrating your understanding of similar situations. This way, you can create a personal connection with prospects.
- Use empathetic language: Choose words that convey understanding and support. Avoid using aggressive or pushy language.
- Show patience: Give the prospect time to express themselves and make decisions. Avoid rushing them into a purchase.
10. Create scarcity
Scarcity helps you as a psychological trigger that motivates your prospects to act quickly. People are simple; show them something is limited, and most of them would want it more.
You can leverage this trick into your sales pitch using the following elements:
- Show exclusivity: Highlight the exclusivity of your product or service. Emphasize that it’s available to several businesses or industries to make B2B clients feel privileged.
- Tell them only limited spots are left: It works well when you roll out a new service or want your exciting service to reach more people. You can say that only a few spots are left for a particular service.
- Offer early access: Give early access to a new feature, product, or service for a limited number of B2B clients. It can encourage quick decision-making.
- Promote reserved upgrades: Mention that special features, enhancements, or support will only be available to a limited number of clients. These clients can be the ones who commit within a certain time frame.
11. Offer a trial
Allow prospects to try your product or service before asking them to commit to a purchase. It reduces the perceived risk for your target buyer.
Here’s how you can offer an enticing service trial to your target audience:
- Clearly define trial terms: Clearly state the trial’s duration, features, and limitations. Ensure there’s no confusion about what the prospect can expect during the trial.
- Highlight benefits: Emphasize your product’s key benefits and value that the prospect will experience during the trial. For example, state what problems it will solve for them.
- Easy sign-up process: Make it quick and simple for prospects to sign up for the trial. Minimize any barriers or lengthy registration processes.
- Provide smooth onboarding and training: Provide resources or assistance to help prospects get started. It’ll help you understand how to use your product effectively. It could include tutorials, guides, or even onboarding calls.
- Ensure customer support: Offer responsive customer support during the trial period. Address any questions or issues promptly to showcase your commitment to customer satisfaction.
For more, check this guide on SaaS free trial best practices.
12. Use the doorknob technique
In this technique, you introduce a surprise or reveal a hidden aspect of the deal. You need to do it as you’re about to conclude the conversation.
When you’re ready to close the sale, mention an extra benefit or a limited-time offer that the prospect wasn’t aware of. It piques their interest and can lead to a quicker decision.
For example, you can say: “Before we finish up, I should mention that if you decide today, you’ll also get free installation and a 10% discount on your first year’s subscription.”
13. The now-or-never technique
This technique plays on urgency and scarcity. It emphasizes making a decision immediately or risking missing out on a valuable opportunity.
Clearly communicate a time-sensitive offer or explain that a limited quantity is available. It motivates prospects to take action sooner.
For example, you can say: “We have a special promotion, but it’s ending today. If you buy now, you might access this great deal.”
14. The Columbo technique
The technique’s name is inspired by the TV detective who acted somewhat clueless but observant. Thus, you need to ask prospects seemingly innocuous questions. It can help you gather information or uncover objections.
When you sense resistance or hesitation, ask open-ended questions. It’ll encourage your prospects to share their concerns. It helps you address their objections more effectively.
For example, say: “I’m curious, can you tell me what’s holding you back from making a decision today?”
15. The Ben Franklin technique
With this technique, you allow your prospects to weigh the pros and cons of a decision. It follows the idea that people are likely to act in favor when they list the benefits themselves.
So, encourage your prospect to create a list of pros and cons related to your product or service. It helps them see the value more clearly.
For example, say: “Let’s take a moment to jot down the reasons why this product would be a great fit for your company. Also, write down any concerns you might have. It can help you make a more informed decision.”
Closing statement
And there you have it, our treasure trove of 15 sales-closing techniques to help you seal the deal and unlock success! Now, it’s your turn to implement these techniques and watch your growing business flourish.
