Closing requires a lot of thought, patience, preparation, common sense, and experience if you want to do it right. Here, we'll take a look at some habits you can adopt, strategies you can leverage, and mindsets you can adopt to close consistently and see the results you're looking for.
What is a sales closing?
They know that closing starts right at vp technical email lists beginning of the sale. They know that a close goes both ways. They create genuine urgency. They get buy-in at each step before moving on to the next. They define their prospects’ decision criteria early on. They define their prospects’ buying process. They bring in all the interested parties before the negotiation begins. They know how and when to be patient. They know when to ask for the business. They know their bottom line. They close multiple times throughout the sales process. They communicate clearly and concisely. They stay positive and professional.
They know the closing starts right at the beginning of the sale.
Good closers understand that the sales process isn’t just about closing. It’s an ongoing process that underpins the sale as a whole – you’re closing a prospect from the first conversation you have with them.
Exceptional closers understand their buyers’ goals, plans, and challenges, and they leverage that knowledge to position their solutions as the most attractive options their prospects have from day one.
They know that a closure goes both ways.
The best closers don't get lost throwing information, technical jargon, and numbers at their prospects, hoping that most of it will stick long enough to close a deal. That approach is too one-sided. Instead, great closers work with prospects to make sure a sale is mutually beneficial.
For example, when it comes time to talk about pricing and implementation, exceptional closers tend to have the context they need to make a compelling recommendation.
That comes from working closely with their prospects and keeping an active exchange as a deal progresses, which gives them an advantage when it comes to understanding and conveying what will work best for their buyers.
