5 Sales Tips to Close More Deals

Closing deals the right way is crucial to business success. Knowing what to do can determine whether the prospect signs the contract or decides to move on to your competitors.

If you want to be successful in business and turn potential clients into paying customers, you need to focus on the deal-closing process. You've probably put a lot of work into building a relationship with the prospect and presenting a world-class pitch, but that final push can make all the difference between converting a customer and letting them get away. And that’s the difference between generating revenue and going home empty-handed, so understanding how to close a deal is crucial to sales success.?

Want to learn how to close deals like a pro? In this guide, we'll show you actionable tips that will help you close more deals.

1. Do your research?

Your prospects will likely have a lot of questions before they’re ready to buy, so you have to be ready to answer them. Of course, knowing the exact questions they’ll ask is impossible. But you can spend time getting to know your product inside and out, and prepare for likely questions by including them in your sales script. This way, you’ll be able to answer without struggle and impress the client with your expertise.?

On the other hand, imagine if a prospect asks you a question, and you have no idea how to answer – that won’t exactly inspire confidence in you or the company you represent. The potential customer might think you don't know anything about your product or service, so it will take longer to convince them of the value of what you’re selling – if you can convince them at all.

In addition to researching your product, you also need to research the client. This will help you identify their needs and challenges, so you can explain how your product or service can help them directly. Adequate research will give you the upper hand in closing because you’ll be able to highlight how your product can meet their needs and address their pain points. The prospect’s website and social media pages are great places to look for information about them.?

2. Don’t be afraid to ask questions?

Of course, you expect the prospect to ask questions, but you should also feel free to ask questions of your own. When you ask questions, you better understand how the prospect feels about the deal, which informs whatever you will say next. It also makes the prospect feel like you’re personally interested in them and not just reading from a script.

In addition, questions keep the conversation going so you don't end up boring the prospect. People like to talk about themselves, so it never hurts to give the prospect the opportunity to do so. Just make sure that you really pay attention to the client’s answers and address them rather than just rolling out questions quickly.?

But what type of questions should you ask? To help you, we’ve come up with a few to get the ball rolling. Let's take a look at them:?

• Based on our discussion, do you think our product is a good fit for your business?
• How soon can we get started on implementation?
• Will you be interested in signing the contract if we can find a way to deal with (the prospect's challenge)?
• Looking at what your business needs, our product will be a perfect fit for you. Should we go ahead with the deal?
• If I can get the contract ready today, would you be interested in signing it?

Again, make sure to address any challenges or concerns that the client brings up when answering your questions. That will put you one step closer to closing the sale.?

3. Show genuine concern?

When trying to close a sale, make prospects feel like you see them as more than just a revenue stream. You’re not just selling a product. You’re offering solutions to their problems, so narrow in on that.?

Don’t be in a hurry to end the conversation and close the deal. After all, at this particular moment in time, the prospect is the most important person in your world, so make them feel that way. Give them your undivided attention. Listen to all their questions and objectives and offer substantive and helpful responses.?

The goal is to convince them that you care about their needs and that the product you’re offering will address those needs and make their business more successful. At the end of the close, you should have convinced them that you’re genuinely concerned about the growth of their business.?

4. Create a sense of urgency?

If the prospect is still waffling, help them reach a decision by creating a sense of urgency. If there are special benefits attached to the product, highlight those benefits. If the prospect understands what they’ll miss out on, especially if there’s a deadline attached to the offer, they might be more willing to close the deal.?

For example, you may offer a discount on a product that's available for a short period. But don’t create phantom discounts on the spot just because you want to convince them to sign the contract because this is one of the easiest ways to lose the potential customer’s trust. The last thing you want to do is look desperate.

5. Concentrate on the prospect, not the product?

As much as your goal is to sell a product to the prospect, you mustn’t let them feel like that’s all you’re concerned about. Instead, during the conversation, ask about their pain points and explain how your product can address them. This is an excellent way to show how you’re better than your competitors, especially if the prospect has tried similar products in the past that didn’t work for them.?

Take your time when presenting your product instead of rushing through the highlights. Focus on how the product can address your prospect’s pain points. Remember that prospects will be interested in your product because it solves a particular challenge, so highlight exactly how the product’s features will bring value to your client. No one wants to invest in a product that won’t benefit them.

MetaGrowth can help

One of the factors that can determine your success in the sales industry is the number of deals you can close, and as much as it might not be your favorite thing to do, following the tips in this article will set you on the right path. However, if you want a sales team that can close deals quickly and professionally, you can’t overlook training, and this is where MetaGrowth comes in.?

At MetaGrowth Ventures, we specialize in recruiting, training, and coaching world-class sales teams. So contact us today and let our experts show you we can help your team close more sales.