The Top 10 Lessons We Learned From Closing Deals Over 1,000 Times

We’ve closed a lot of deals. Hundreds, if not thousands of deals in our cumulative careers in business. And during our time closing deals, we’ve learned a lot of valuable lessons. Today, we’re sharing those lessons with you.

You may be wondering, who “we” are exactly. Well, this “we” refers to some of the most advanced closers in the HTC community. They’re all closing veterans who’ve closed 5 figure, 6 figure and even 7 figure deals throughout their sales careers. And today, we’re going to be sharing with you the most valuable insights they’ve gathered while competing in business on the front lines.

Whether you’re an advanced sales professional or just a rookie who’s starting out, there’s a wealth of information you can learn from the experiences of the HTC’s most advanced closers.

Here are the top 10 lessons we learned by closing deals over 1,000 times.

1. Desperation Kills Sales

Imagine walking down the street minding your own business. Suddenly, you are approached by a random stranger who runs up to you and begins waving their arms and screaming in your face: Excuse me sir/ma’am do you have change? If I don’t get change I’m going to die! I need you to give me money NOW!

Your first response would be to immediately do the exact opposite of what they are asking. This is because people do not respond well to desperate people. It communicates that you are low status or someone that does not have a lot of worth. And people do not like to do business with those who are not worth very much.

Ironically, most rookie salespeople exhibit behavior that communicates desperation. They are too eager to close the sale, which shows in their body language and tone of voice. As a result, the prospect is able to pick up on these cues, and feel that they are desperate, which implies what they have to offer is not very valuable.

Instead, try to adopt a relaxed and carefree attitude. Your mindset should be unconcerned with whether or not you close the sale. Doing so will make you seem more valuable in the prospect’s eyes because there’s no hint of desperation. To them, they’ll assume that your carefree attitude reflects the value that you can provide. As a result, they’ll become curious as to what they’re missing out on, and what you can do for them.

2. Always Screen Your Prospects

Most salespeople have the mentality set on having to close every single person they talk to. And that is why so many of them fail.

Besides giving off a desperate vibe, trying to close every single prospect you encounter is a good way to get clients from hell. These are clients that are a pain to work with. That yell and scream whenever the smallest change in plans inevitably occurs. In most cases, it’s better simply not to do business with these types of clients, and to move on to the next prospect.

This is why you need to carefully screen your prospects. Before you even try to convince them that your product or service is the right solution, you need to see if they are a good fit. Do they have money? Are their needs aligned with the value you can provide? Are they someone you want to work with? 

The secret to closing deals is not a good sales script, wearing a nice suit, or being a smooth talker. It’s knowing what kind of prospect is a good fit for you. When you get clear on what your target audience is, you won’t even have to convince them to buy – they’ll simply want to say yes themselves.

3. Whether Or Not You Close The Sale Has Nothing To Do With You

Beginner salespeople and even experienced sales professionals make this mistake from time to time – they believe that they did or did not close the sale. 

If you have a tendency to get down or depressed whenever you don’t close a sale, guess what – it has nothing to do with you. And if you are someone who is closing deals left and right without any objections, the same rule applies here as well.

You could have 10 prospect meetings and close all of them simply because all of those prospects are ready to buy. Or you could have 100 meetings and not one of them would say yes. This is because the outcome of the sale has nothing to do with you.

The sale gets closed because the prospect says "yes". The prospect gives you money because they believe what you are offering is valuable. Whether or not the sale is closed has nothing to do with you – it has everything to do with the prospect. 

Your job as a closer is to influence and show the prospect that your offer is valuable. But whether or not they believe you is another story. That is why closing a sale has nothing to do with you.

Whether or not you close the sale has nothing to do with you.

4. Salespeople Use Sales Tactics, High Ticket Closers Use Influence

If you’ve ever found yourself in a tight spot during a prospect meeting, you may have been tempted to justify the value or price of your offer. The problem is, that’s not how high ticket closers successfully close deals.

Salespeople use pushy, aggressive sales tactics in order to get people to buy. When you bring up objections such as why the price is so high, they will get defensive and explain why it’s not expensive and is actually a really good deal.

High ticket closers, however, use influence and persuasion to get people to see the value in their offer. They understand the psychology behind how humans operate and use that to their advantage. Instead of justifying why their offer is worth thousands of dollars, they simply ask questions and make the prospect answer it themselves. High ticket closers know that if they say something, it means nothing. But if the prospect says something, it means everything.

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