Closing Sales

How to Close a Sale in 5 Steps

What is the most important thing for you as a professional sales rep?

Without a doubt, you would state that it’s the number of sales you are able to generate for your business.

Well…yes, there are many other important parameters too, but the actual conversions are all that really matters.

But, how do you go about to close a sale?

Some tips to close a sale may work wonders for certain businesses and professional sales reps, but may not be as effective for others.

However, there are some common steps that the majority of professional sales reps follows to ensure a successful close of sales.

Let’s take a look at them:

Seek Feedback after Every Action Item


Selling Feedback

The entire sales process with a particular customer will involve plenty of action items, such as phone calls, presentations, and meetings.

Make sure that you are well prepared for these meetings and seek the feedback of your prospective customer (or repeat customer) after the completion of every action item.

It would show your willingness to learn and offer better services for the next meeting or presentation.

Also, you need to check the expectations of your prospect in terms of the next steps of your process that would lead to a successful closure of a deal.

You also need to propose a few steps from your end, which would make the prospect understand that you have done your homework.

Focus on Offering More Intrinsic Value

You would agree that price is one of the most important factors to successfully closing a sale. However, it is more about the value your products or services offer, than about the actual price.

Your prospective customers may compare the price with the prevailing market price, but if you offer more value, you can easily win them over!

Be Professional and Earn Your Right to Ask for the Sale

giphy (13)

Many professional sales reps often commit the mistake of being too pushy to close the sale. You would benefit if you can put more attention on earning the “right” to ask for the sale.

In other words, try to impress your prospects by always being punctual for all your meetings and presentations.

Be extremely quick in reverting back to your prospects with additional details that they may have asked for.

Be proactive in arranging separate questions or answer sessions with your prospects to show them that you are willing to clear all their doubts and queries.

This will enable your customers to trust you more.

Rather than thinking about what you want from the customer, think what the customer wants from you.

…And give them all that they need even before they ask for it. This will exhibit your superior customer service and is more likely to tilt the scales in your favor in case of any competition.

Do Not Put Down Your Competitors

One of the best ways to impress your prospects with your honesty is to be frank about your own strengths and weaknesses in comparison to any of your top competitors.

During the process to close a sale with a new customer (or sometimes even a repeat customer), they are likely to speak about some product and price comparisons with your competitors.

It is important to stay honest in these circumstances and even to speak highly about your competitors wherever possible. Focus more on your own strengths and try to highlight the uniqueness that you offer.

Under Promise and Over Deliver

In a bid to outdo your competitors, you need not go overboard with the promises you make to your customers.

You should never commit delivering something within extremely tight timelines. Instead, try to promise a timeline which is slightly above your average time period for delivering products and services.

You can then surprise your customers with early deliveries. This step may not be useful for the first sale with a new customer, but will prove effective for closing sales with repeat customers.

So, think long term and close your sale by opening up great opportunities for repeat sales as well.

We hope that the above tips to prove useful to your organization’s sales team. Do you have any questions? Please feel free to leave your comments below and thanks for reading!


Image Sources: GiphyGiphyGiphy

Published by

Ohad Oren

Ohad Oren is Co-Founder and COO of ONDiGO. Prior to ONDiGO he Co-founded several start-ups. Ohad has years of experience in Sales and Business Management. You can follow him on twitter on @OrenOhad

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