Successfully mastering every aspect of the sales process from the initial pitch to closing the deal and securing an agreement certainly requires a great deal of effort. Whether you are specifically tasked with sales responsibilities or are an entrepreneur who must take on a wide range of diverse tasks, understanding how to close a sale is perhaps the most critical skill that must be learned. What makes the learning curve particularly steep is the fact that closing a deal is often the most delicate phase of the sales process.
While experience is often cited as the best teacher, few businesses can afford to be overly patient when it comes to closing sales. Not only that, but even the most exceptional sales team can benefit from the implementation of strategies designed to close more deals and enhance overall sales performance. By incorporating each of the following strategies, you can enjoy a vastly improved success rate and create a much more efficient and effective closing experience.
Start by Making a Memorable First Impression
It is absolutely worth reiterating that the number of sales you have the opportunity to close is always going to be directly related to the first impression you make during your initial sales pitch. Keep this in mind as you create your proposal, noting how prospects are much more likely to be open to the pitch if the sales proposal is specifically tailored to their needs. You can accomplish this without sacrificing a great deal of time through the use of customizable proposal templates. For even better results, commit to using a comprehensive proposal platform that will enhance the efficiency of the process and make communication with the prospect quicker and easier.
Vary Your Closing Approach According to Each Individual Prospect
There is no single tried-and-true strategy that is 100 percent effective when it comes time to closing a sale. Excelling as a closer means being able to adapt to the situation on an as-needed basis. You should be able to recognize when the initial closing strategy you employ is not working, but this recognition is only helpful if you are able to immediately vary your approach while closing the sale. The most successful sales professionals are highly adaptable and understand the importance of personalizing every aspect of the sales process according to the needs of each individual prospect.
Apply an Appropriate Amount of Pressure
There is a reason automobile dealerships utilize high-pressure sales tactics. To put it simply, they tend to be quite effective. Those high-pressure sales tactics, however, are also the reason why so many car buyers express a general disdain for the entire process of buying from a dealership. Even though high-pressure tactics can be effective, you are looking to build a long-lasting business relationship with the prospect and must therefore adopt a more professional approach. There is an acceptable amount of pressure to apply when closing a deal, but the appropriate amount will depend on timing as well as recognizing the prospect’s overall receptiveness to the sales pitch.
Determine the Prospect’s Receptiveness to the Pitch Before Closing
Reading the prospective client’s openness to a sales pitch is an understandably difficult skill to master, with many of the more experienced sales professionals citing the need to develop a “feel” for reading the client. The truth is that reading the client’s receptiveness to the sales pitch becomes easier as you collect more and more information. This used to be accomplished through communication — often through subtext — but there are more tools available to you thanks to the ongoing advance of technology.
Sales professionals using a comprehensive proposal platform, for example, have access to real-time information regarding client behavior. This information can show you whether the client has opened the sales proposal and how they interacted with various aspects of the proposal. If they did not finish reading the proposal, you can determine what part of the proposal caused them to stop reading. You can therefore make adjustments as needed and will be better able to recognize when it is most appropriate to begin the process of closing the deal.
Make Committing to the Sale as Easy as Possible
Every sales professional knows that you never want to give the prospect the opportunity to second-guess their decision. When sales are conducted in person, the most successful professionals have the paperwork needed to secure an agreement available to be immediately signed. The same is true for sales conducted through digital means, as closing rate can be vastly improved when the prospect is able to read a proposal and sign it digitally without any hindrance. The less that is required of the prospective client, the more likely it becomes that you will be able to secure an agreement.