How to Close More Deals & Grow Your Business

In business, closing deals is the lifeblood of growth. Yet, so many sales reps struggle to hit their targets, not because they lack skill, but because they miss key steps in the process. Here’s a breakdown of how you can increase your closing percentage and land more deals:

1. Break Preoccupation

At the start of a meeting, do the exact opposite of what most sales reps do. Instead of rushing to the pitch, take a moment to be relaxed and nonchalant. Don’t appear attached to the outcome—this mindset helps the prospect feel comfortable, lowering their defenses. Your goal here is to create an open dialogue where the prospect freely shares their challenges. When they do, you can position yourself as a trusted advisor rather than just a salesperson. The more they talk, the more insight you’ll have to help them.

2. Identify and Confirm Their Pain Points

Once you’ve established rapport, the next step is to zero in on their pain points. This is crucial because people make purchasing decisions based on problems they want solved. Ask the right questions to uncover their deepest challenges, and once they’ve laid them out, repeat those pain points back to them. By emphasizing their issues, you allow the prospect to see that solving these problems is essential. Whatever you make a big deal of, they will too.

3. Pre-Frame the Desired Outcome

Before diving into the details of your product or service, pre-frame the outcome you want. Both you and the prospect need to be on the same page when it comes to expectations. This step is often skipped, which is why deals fall through—even when the product is great. Whether you're aiming for a decision today, this week, or next quarter, make sure that timeline is clear and agreed upon from the beginning. Setting these expectations can prevent misunderstandings later on.

Credibility is Everything: The Power of the Set Up

No matter how good your sales skills are, nothing will boost your sales numbers like the set up. Credibility is the foundation of any successful sales conversation. Social media presence, reviews, articles, and testimonials should clearly showcase that your product or service is exceptional. When a prospect sees undeniable proof of your credibility, the rest of the sales process becomes much easier. Without that set up, though, you’ll be fighting an uphill battle from the start.

Remember, closing more deals isn’t just about having a great product or pitch. It’s about creating the right environment, setting expectations, and building trust. Execute these steps well, and you’ll see your closing percentage soar.

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If you want more free training on growing and scaling your business, check out episode 100 of The Grant Mitt Podcast. In this episode, I break down what it takes to be a top 1% performer. Go to this link for the full video.

Additionally, if you’re a business owner looking for 1-on-1 mentorship to scale your business, I’ll be taking on 5 more CEOs. Visit Grant Mitt Coaching to apply for personalized coaching and grow your business. As always I'm rooting for each one of you.

Keep building,

Grant Mitt