Strike More Deals. Repeatedly.

The close represents the peak of a diligently guided sales process.

?? Your lead qualification was flawless

?? ?? Your discovery phase was impeccable

?? ?? ?? And now all you need to do is to seal the deal

No real value is created unless the sale is made, the deal is penciled in, and until you get a payable customer.

This Newsletter is supported by Close , the only sales tool made by closers for closers. Period.

Closing a deal has never been as easy as it sounds, and that's why your closing techniques must be strong if you want to strike deals selling remotely consistently. Injecting some of the following tactics into your approach can help you get new businesses rolling your way.

The Assumptive Close?

Otherwise known as the “So, when do we start?” close, the assumptive close involves your sales rep taking a closed-won deal as a given.

Laying the groundwork for a successful assumptive close begins way back in the sales process. Throughout, your rep needs to sprinkle sales terms that signal to your prospect that you fully expect them to invest in your product once the deal’s done.

NOTE: Assumptive close should be used cautiously, as it can come across as pushy or aggressive if not executed correctly. It's essential to build a rapport with the customer and understand their needs before attempting to close the sale.

Close?With a Question

Otherwise known as the “Do we have a deal?” close, where the assumptive close sees your rep presume responsibility for the close decision, the question close cedes that to your client.

If the sales process so far suggests that you and your prospect are well-matched, but there might still be some reservations, then this closing technique is ideal. Your prospect can be frank with their objections while keeping the possibility of a deal at the front of their mind, and it frees your rep to fashion a new solution that responds to these objections.

This technique depends on the salesperson's ability to ask the right question and to build rapport with the customer so that they are open to considering the benefits of the product. The question should be phrased in a way that encourages the customer to think positively about the product, and should be delivered in a friendly and non-confrontational manner.

Sharp-Angle Close

The sharp-angle close involves honing in on one feature or benefit. The versatility of SaaS feature bundling can make this simple enough. Savvy SaaS sales reps can also combine the two approaches — for instance, with a first-quarter discount and an added feature — to seal a deal. But, it's essential to build a rapport with the customer, understand their needs before attempting to close the sale, and make sure that the sense of urgency is genuine and not manufactured.

The Spectacle Close

The nature of remote sales is that everything you have to make the close work is on your client’s screen.

For that reason, one of the most effective closing techniques involves making full use of an engaging video presentation, showing your prospect a visual representation of their future business benefits with you.

This technique frames the sales process as a journey, which can be persuasive in itself when convincing a prospect not to waste all that hard-fought progress.

Closing With Scaling

Well-matched ICP might still be worried about the ROI they can expect. And there’ll inevitably be objections to field and address.

That’s why the scale close is so effective.

Simply ask your BP to rate what they feel about your product on a scale of 1-10, then ask what you can do to build their confidence in your product up to a 10.

NOTE: Close with scaling may defer immediate chances to close, but it may also make the long-term prospects of a closed-won stronger.

XSELL

As result-driven?remote sales as a service agency, we're focused on generating revenue for your business. That's why we'll work closely to you to understand your business?goals and create an agile?sales strategy?to achieve?your goals and?increase revenue.

Whether you need us to work on a project basis or as an ongoing sales partner, we can tailor our services to meet your requirements.

This reduces your risk and ensures?that our interests are aligned with yours.

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