What the Best sales closing technique Pros Do (and You Should Too)

The Sales Closing technique is a part of sales techniques. The sales closing technique means the process of making sales. Although all sales techniques and closing sales techniques are the same. But closing is always more effective for customers.

The last aim Sales closing technique also sells the product.

It is reserved for more artful means of persuasion, which some compare with confidence tricks.

Here is the 14 Sales Closing technique:-

Stop Being Like Others

It sounds obvious in some ways, but what I find is that most salespeople are doing some version of the same thing. They're getting in front of a prospect, they get all excited, they pitch whatever it is that they can pitch, they start to present all of the features and benefits that they can offer, and they maybe ask a couple of questions, and then go right back into that presentation where they're doing the majority of their talking.

They're not giving their prospect a lot of opportunities to talk. They are not showing value, they're not creating value. As a result, when they start to use that closing question that they have been taught, the prospect says some version of, you know what, I'm gonna think about it. And then they disappear and they never get back.

What I challenge you to do is to stop being like those other people and to use an approach that focuses on having an effective discovery upfront. And when it comes to any sales closing technique in selling, be willing to take your risks. Use a different approach than what your coworkers or other competitors might be using.

Take Risks with Prospects

There is no more effective approach than the higher risk approach with sales. And the reason for that is most salespeople are unwilling to take risks. Human beings naturally are risk-averse. There's a reason for that, right? Over millennia human beings, the humans that are still here today are here most likely because they didn't take lots of risks.

They didn't jump in front of that lion and so they lived and thus, their progeny went on. Humans have always been rewarded for not taking huge risks.

But in today's world, particularly in selling, taking risks is going to give you the biggest rewards. Assuming they've calculated risks and they're within a system, the most willing you are too, the next time you think a prospect is feeling a certain way or maybe they just don't seem interested, just say it, say, George, I get the sense that this doesn't make sense, is that fair? See what they say.

A lot of times what's going to happen is that risk will be rewarded with the saying, no, no, no, no, I'm sorry, I wasn't focused, I'm here though, I wanna hear what you have to say. Take those risks with prospects.

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Get them Talking

Some powerful data has just recently surfaced that the more a prospect is talking during the discovery conversation, the more likely that salesperson is close to the sale. We have always generally understood this to be true, but now thanks to some really powerful data, as a result of essentially artificial intelligence through a company called Gong.

IO we know for a fact that the salespeople that can get their prospects talking at length, and I mean the more, literally the higher the word count is of the prospect, the more likely they're to close the sale.

So what we want to be doing is understanding that the more we can get our prospects engaged in the conversation to start talking, the more likely we are to make the sale. Get them talking. Get them to open up.

Talking about the challenges that they have, the business-related concerns, not just the product focus questions but real business-related concerns. The more you get them going the more into the conversation they are and the more likely they are to be receptive to the solution that you have to offer.

Shut up

Now it sounds really rude, and you're thinking to yourself, why the hell would I listen to this guy? The data, again, the flip side of this data shows that the fewer salespeople are talking, and by that I mean, not going off on these long monologues, the more likely the salesperson to sales closing technique. The better we are getting our prospects going and talking, the better off we are.

And sometimes as salespeople, we get excited about our offering, we get excited about what it is that we have to offer and all of the amazing solutions that we have that we talk too much and we end up before we know it, we look back and we just talked for four minutes straight with the salesperson not saying anything. We need to break that pattern and instead really focus on them, getting them going. And the less talking we'redoing, the more effective we are.

Nobody cares about your company

Now again, a lot of new data is coming out that shows that when salespeople talk about their company for too long it is highly correlative with negative outcomes in selling. And so, this means that your prospects don't care about your company. They don't care about all of the awards that you've won, they don't care about your management structure, they don't care about your CEO and all of the philanthropy that they do. They don't even care about how long your company's been around.

What they care about is, does this salesperson who works at this company, can this person solve the challenges that I have? If it's not about them, they don't care about it. Don't focus on your company, don't focus on how you guys have the best service and all that, what you wanna do is instead focus your conversation to what are the key challenges that they're looking to solve. What are the key objectives that they're looking to accomplish? And when you're focused on that, now you're starting to build real value in the conversation.

Quit Pitching

Pitching is a strategy that has been around forever in sales. It goes back to the NCR primer, which is the National cash register, they had their sales training philosophy which was developed in the year 1887.

Now, 1887 was a really long time ago. This is before any technology existed, and back then it worked. The approach of the canned pitch was super effective. But you know what, it been a lot of years since when this strategy worked. And yet, so many salespeople are still using the pitching approach where they get in front of a prospect and all they're doing pitching their product. It's not Shark Tank,? In Shark Tank, you want to pitch effectively.

But when you're in a selling situation, a one-on-one selling situation, what you want to do is engage prospects in conversations. Understand them, get them talking, get them focused on the challenges that they'relooking to accomplish.

Once you do that, then you have fully understood through a proper discovery conversation, you've understood what's going on. Now you can present the challenges or the solutions to those challenges that they're facing. But that comes a little bit later, it doesn't start with the pitch.

Establish a budget later on in the process

There are some incredible data that's been floating around now that I just love that shows that most average and bottom performing salespeople are talking about price early on in the discovery process. Whereas, top performers are waiting 'til about 45 minutes into that initial discovery to establish a budget, discuss pricing and budget. The difference is big.

The average people are essentially leading with price, yet the top performers are building value throughout the conversation, understand exactly what's going on with the prospect, everything that's going on, and then getting and establishing a real budget with a prospect later on the discovery process.

The difference between these two approaches is night and day, both for the salesperson in terms of the effectiveness likelihood of actually closing, but also for the prospect in terms of their experience.

Because it's not about the price, it's about is this person's offering going to provide enough value that the price that it's going to cost me is going to be essentially inconsequential. We get to that, we're going to close so many more sales. Establish the budget later on the discovery process.

Know their Process

One of the biggest complaints that prospects have about salespeople is that the salesperson didn't take the time to understand their full buying process. And with big companies, in particular, this is one of the key determinants of whether you're going to close that sale. Who's involved in the decision-making process? What does their process typically look like? What is the overall approach that they would bring to deciding this?

Understanding that whole process is going to not only give you so much more insight make sure that you know what those steps look like and so you have clarity and so that way you don't get it over the side of the head by something that you didn't see coming, it's going to help you accomplish all that, but it's also going to ensure that the prospect feels like they're driving the process.

And by the way, this true for big companies. This could also be if you're a realtor and you're talking to potential buyers for a house. What's their process for determining what kind of a house they want and then ultimately making that buying decision?
The more we understand their buying process, the more likely we are to be much more successful and not get sidetracked and not suddenly get that big, oh, you know what, I gotta think about this, this isn't, we're not ready to make a decision, and that kind of stuff. Know their process.

Keep the Presentation Brief

There is so much data out there that says that basically, bottom and average performers are spending so much more time in presentation mode, whereas top performers are spending way more time in the discovery part of the conversation, and then the presentation itself is pretty brief.

The briefer and shorter keep this presentation, the more likely we are to be successful. Period. Just get out the key points that you need to get in the presentation, and by the way, that is going to be based on the challenges that they've discussed in that discovery.

All you need to present are the solutions to the challenges that they've already mentioned. Show that the offerings going to help solve the challenges that they've mentioned, and that's it. You don't have to give this huge three-hour presentation. It can be very short and concise and to the point. Make sure that you keep it brief.

The 60-Second Rule

During the presentation, the data shows that top performers essentially never go on for more than about 70 seconds in a sales presentation without reengaging the prospect back into the conversation. So if you look at a top performer's sales conversation, even during the presentation, it involves a lot of back and forth throughout the conversation.
 And so, this led me to create the 60-second rule, which says that we never want to go on for more than 60seconds without reengaging the prospect back into the conversation.

We never wanna go for more than 60 seconds just going with our big monologue, and we think our speech is so slick, but in reality, they're already starting to lose interest because they're not engaged in the conversation. A presentation should be a dialogue, not a monologue.

So follow that 60-second rule, and if you start to see that, you know what, I've been talking for a while without reengaging the prospect into this conversation, take a step back and re-engage them into the conversation.

Feedback Loops.

A second ago you were probably saying to yourself, well, how do I re-engage them in the conversation? Well, that's what a feedback loop is all about.

A feedback loop is all about re-engaging the prospect back into the conversation and making sure that you still have their attention. Making sure that they do think that what you're saying makes sense. And so, the feedback loop is something as simple as a question like, does that make sense? Or, does that work for you? Little questions, or even something like, is that okay?

Whatever it is, what we want to be doing is pulling them back into the conversation. So that way when we've gone on for, let's say, 30 seconds talking about one particular solution that we have, we bring 'back into the conversation. Does that make sense?

See, I did it and you probably initially thought to yourself, yeah, yeah, it does make sense. That's how powerful feedback loops are. We can use these constantly. Top sales performers are using questions, little feedback loops like that, 50, 60, 70 times in a conversationduring a presentation to make sure they're reengaging the prospect. Your prospect isn't gonna say to themselves, oh, they're using feedback loops on me. No, what they're going to think is, wow, I'm really on the same page with this person. Cool?

Stop Closing

The data shows that closing doesn't work. The sales closing technique doesn't matter anymore. What matters is is that we were strong in the discovery process that way when it comes time to the close it just happens. It's just, George, what would you like to do next? And we figured out all of the steps in between.

So if you've been strong in the discovery process, you've given them a presentation that is based on the challenges that they've had, and it's showing that it's going to solve them in a way that makes sense to them, the close just naturally happens. We don't need these fancy sales closing techniques.

It still baffles me that sales trainers are still using hardcore losing techniques that ultimately are making the prospect pretty uncomfortable. Stop closing, and just make sure that you're really strong upfront so that way by the time you get to the close it just happens. There doesn't have to be some magic silver bullet question. It just happens.

Clear, and Scheduled the Next Steps

This is something that into days world is so important. Chances are you are not in one call sales closing technique situations. I very rarely come across salespeople who are getting a prospect on the phone or getting in front of a prospect and the truly expect that they're going to close that prospect right then and there.

It does happen, but in reality, most of us are selling offerings that are more complex and require multiple steps to close the sale. And that being the case, we need to be sure that we live by clear and scheduled the next steps. So that means that every single interaction with a prospect ends with a clear and scheduled next step.

And so that means that someone took out their calendar, the prospect literally took out their calendar, and they said, yep, okay, I'm free to talk at this time at this location and we're gonna talk about this and it's in my calendar. And a calendar invite went out and they accepted the calendar invite. Everything is clear and scheduled. You never want to end the conversation with a prospect without a clear and scheduled next step, ever. And by the way, if they're unwilling to schedule the next steps, chances are it means that they don't want to have that next step with you anyways.

So we wanna make sure, we almost wanna see this as a test. Are they willing to put the next step in their calendar? And if they are, now you're on track and you're not gonna see it just fall apart in that confused neverland.

S W Cubed N

Now, you're probably thinking to yourself, what the heck does S W cubed N mean? It's very simple. What it stands for is, some will, some won't, so what, next. This phrase has been around forever. And I couldn't love it more today than I loved it the first time I heard it because it is so damn true. Some will, some won't, so what, next. It's not a big deal.

So often in sales closing technique we come across these problems and we come across these prospects and we come across these situations and we freak out and we're like oh my God, it fell apart and I did this wrong, or they responded this way and I'm so angry at them.

You know what, take a deep breath. Some prospects are gonna close. Some prospects aren't going to close. And you know what, so what? And if they turn out to be knucklehead, move on, next. It doesn't matter.

At the end of the day, the sales closing technique is about numbers. It is about behaviors. It's about doing the right things when you're doing those behaviors, but it is about numbers. So don't ever take one particular situation and extrapolate that like that is the biggest problem that I'm facing. It just doesn't matter. Some will, some won't, so what, next.

This is the best sales closing technique.