Use These 7 Tips to Close Your Sales Faster

As consumers and business owners become smarter and more informed on products and services, having an effective sales strategy and knowing how to close a sales call or meeting is more important than ever.

Luckily, we have the best tips and steps to closing a sale more efficiently and more often. 

1. Find the decision-maker

Identifying who makes the decisions is crucial to the sales process. More often than not, a sales rep can spend an entire sales pitch talking to the wrong person, which leads to a dead-end or a missed opportunity. 

In a small company, the decision-maker is usually the CEO or CMO. Larger corporations have specific departments or members of staff who deal with sales and acquisitions, such as:

  • Sales Director/Sales Manager
  • Head of Sales Operations
  • Head of Demand Generation
  • Head of Content Marketing

Who you need to speak to may also depend on the product or service you’re offering. Invest time in double-checking your leads are accurate and you’re pitching to the relevant person. 

2. Be authentic

Sales can be repetitive at the best of times, so it’s important to remain friendly and personable rather than sounding like you’re reading from a script

Identify how your product or service benefits the potential client’s business needs, put yourself in their shoes and make their customer experience your responsibility. Engage and smile when you speak – people can tell when you genuinely care about their needs. 

If they aren’t interested, you’ll still have provided a great impression of your company which can sometimes pay off in the long term. 

3. Stay professional

While it’s important to be friendly and outgoing throughout a sales pitch, don’t get carried away when building rapport. Overstepping the mark or slipping too far into a casual tone can result in the potential buyer losing confidence or questioning the integrity of your brand.

Always refer back to sales training and your script, and focus on the product or service you are offering. 

RELATED: What is a Sales Pipeline and How Do You Build One?  

4. Know your competition

Knowing what your competition is doing is just as important as knowing your product inside and out. 

Consider what you are offering that your competitors are not, and use this information in your pitch to gain an edge against other companies. This can also help you to assess whether improvements could be made to your business model, so explore what incentives you can or could offer to place you ahead of the game. 

5. Use offers to create a sense of haste

Adding a time-limited offer to your sales close plan creates a sense of urgency that can help turn potential clients into paying customers at a quicker rate. 

With a one-off discount, a test drive, 10% off the first 3 months, a free trial or add-on, there are various ways of adding enticing incentives to your deal and make you stand out from the crowd. 

6. Prepare to face objections

Any sales leader will tell you that being able to handle objections is an integral part of the sales cycle. If you cannot handle objections appropriately, potential clients lose interest, and the company loses a sale. Rather than viewing it as a rejection, try to look at these obstacles as moments of opportunity.

There are various objections that you will have to overcome, such as:

  • “I don’t have time to talk.” 
  • “We have no money.” 
  • “It’s too expensive.” 
  • “Could you please email me more information and I’ll get back to you?” 

Helpful responses to these objections could be as follows:

  • “I understand. I actually had two customers before who were short on time, but in two minutes I can assess whether we would be of benefit to you.” 
  • “If you don’t mind me asking, is it a cash flow or budget issue?” 
  • “Is there a part of our product/package that you don’t need?” 

What to do when someone requests more information

Being asked to send through information is a common way of shutting down any pitch. It can be easy to submit information. But without identifying the client’s needs, sending an email rarely results in a sale. 

Ask follow-up questions: “Just so I know I’m sending you the correct information, are you more interested in x or y?” Follow-up questions like these can help turn things around, and can often allow you to continue to pitch your product.

Make sure you and your team discuss all possible objections regularly and make notes of new ones so you know how to tackle them next time around.        

RELATED: 11 Ways To Manage Your Sales Pipeline 

7. Closing the sale – ask for it! 

The perfect closing script can host many different types of sales closing techniques. Get comfortable with different ways to close the deal. How and when you ask is key to getting over the finish line. 

The perfect time to ask is before you think they are ready to buy. Expect pushback, and incorporate this into your selling strategy. Use resistance to address any objections or concerns. 

Other ways you can help close the deal include:

  • Assumptive close – use assumptive language to instil confidence and belief in the client. This is where you speak as if you believe the sale is going through already, for example, “What you’ll love about the product is after 3 months you can…”
  • Summary closes – useful after long conversations, listing all the benefits at once can be impactful and reminds the client of how helpful you could be for them. 
  • Question close – this technique is useful for clients who won’t explain why they’re holding back. In this instance, you can ask “What do we need to do today to get you on board?” “What do you think would be the next best step in getting a solution to your problem?” 

Once you close the deal, the last step in your sales funnel should be straightforward. Always ensure you thank the client for their time and provide the necessary information and contact details should they have any follow-up queries. 

Closing deals can be hard, but with regular evaluation, trial and error, and working closely with your sales team, you can put together various strategies for success. 

Now that you know have some great tips on closing deals, why not take a look at our 30 Best Cold Calling Scripts Guaranteed To Drive Sales?

RELATED: What Is Sales Reporting And How Do You Do It?

Rovva can help you succeed in
the virtual world

Your complete business toolkit

Rovva puts everything you need for your business in one place. From an accountancy helpline to a drop-in business lounge - we've got everything covered.

Your complete business toolkit

Rovva puts everything you need for your business in one place. From an accountancy helpline to a drop-in business lounge - we've got everything covered.