Concrete Tips for Raising Your Closing Percentage

In sales, a lot of professionals think about volume when it comes to closing deals. The more “at bats” you have, the better your chances, right? Wrong. What a lot of people miss is that if you don’t have a concrete sales process, then you are going to let a lot of solid opportunities slip through the cracks. When it comes to the process, there are four things I recommend reviewing before you set on to the sales field. Here they are:

1. Ask Great Questions: When you get to the sales table, the person trying to close has a tendency of overtalking. The key here is to ask great questions to get the prospect talking more than you. Then once you’ve collected all of the information, you can deliver the pitch with all of the information you’ve been given.
2. Demonstrate the Value: Effective sales closing hinges on clearly articulating the tangible benefits and unique value proposition of your product or service. By showcasing how your offering addresses the prospect's specific pain points and delivers measurable results, you differentiate yourself from the competition and reinforce the decision to buy.
3. Make It About Them: Sales closing isn't about you or your product—it's about the prospect and their needs. By shifting the focus to the customer and demonstrating how your solution meets their unique requirements, you create a compelling case for them to say yes.
4. Handle Objections Well: Anticipate objections and address them with confidence and empathy. By understanding the prospect's concerns and offering persuasive rebuttals that reinforce the value of your offering, you overcome objections effectively and pave the way for a smooth close.

Nobody likes a pushy salesperson who is just trying to get a deal done. People need time to think and consider options. Remember, if someone is rushed into a sale, they may rush out of it as fast as they were talked into it.

If you're interested in learning how I assist businesses facing similar challenges, contact me for a complimentary session today.