Closing the Deals – Tips and Tricks

Hello reader! Today we want to provide you with tips and tricks for closing the deals. Improovy can help you with every step that is happening before, but closing the deal is in your hands. That’s why we thought coming up with advice is only in your interest.

Basically making sales and closing the deals is the act of turning an unqualified prospect into a customer. To make sure the efforts are worth it, continue reading!

FIY, with every step we mean every step indeed! Starting with market mapping and prospecting, we can help you as well with lead searching, email automation, and everything that your heart desires. Did you know, today we can even help out with events? In that case we find the leads of people attending or exhibiting at the event, and then we reach out to them with a thought through strategy!

In case you are attending events, let us know! We want to make sure to use every possible option for you closing the deals!

But for now, let’s focus on how to…

Techniques for Closing the Deals

First, we would like to introduce you to some techniques that you might not know yet! Starting from being solution oriented, continuing with SPIN selling, and the technique of listening carefully!

Solution Oriented

As you might know, the right technique for closing deals during a meeting is to ask questions and find a tailored solution for the pain point your potential client has. We want to stress the fact that it is not about your product and what it is, but about how your product or service provides a solution approach for the problem the client has! – Important! You are not selling your product or service, you should sell its benefits!

SPIN Selling

SPIN selling describes the act of asking the right questions. As we said already it is very important to find out the pain point in order to come up with the right solution. But in order to find the right solution, the right questions need to be asked. Using this method will result in closing the deal!

Another important factor before introducing you to the technique is to remember that everyone likes to talk about themselves. Let the potential client talk, you ask and listen. Based on that method, you let the client do the talking which you can use to draw your conclusions!

Using the SPIN technique is basically pushing the buyer through the sales funnel. It stands for asking questions about:

S – Situation

P – Problem

I – Implication

N – Need

S - Situation

The situation in SPIN stands for asking questions to understand the client and the situation in which it operates. It is the basement of your understanding if your product or service is the perfect fit for the client. Putting more effort into this part of the technique will save you effort, time, and will result in closing the deals since you understand the client!

P - Problem

The problem in SPIN is there for you to ask questions pointing to pain points and problems the client might have. This way you push the client to think they indeed have a problem and you can already make it obvious in some parts that your product or service is the saviour! It is important to recognize and use the chance with digging deep, so that the client feels understood and opens up! Based on these questions the closing deal process is built up.

I - Implication

The implication in SPIN stands for asking questions that stress the urgency of a solution! Asking the right questions here will trigger your client to look for solutions as fast as possible!

N - Need

Need questions should be asked to make the client realize that a solution is needed as fast as possible and luckily, your product or service is the solution! Asking the right questions here will lead to the right answers, and this will hopefully result in you closing the deal!

Listen

Since asking the right questions can make the deal, it is really important to listen carefully and read between the lines so that you can always come up with your product or service as a solution. In this case it is not even about the problem, it is always about how you can turn your product or service to be the solution itself. And this can only happen if you listen carefully and use the momentum of the right sentences!

Be aware, focussed, interested and show your listening skills. If you did not understand something, ask again! To make sure you understand it right you can always summarize the answer for you and the client, this way you can ensure the correctness of your understanding! Listening seems very basic and unnecessary to mention – but if you do not listen and understand, if you don’t improve your listening skills, closing the deal will be very hard and much of a hustle. Make it easy for yourself and practice listening carefully!

Social Selling

Another way of closing deals is to do it with social selling. Social Selling can be a lot to handle, even more since you have to think about a lot of different aspects: your own reputation, your company’s, engaging enough, making sure to have the highest social selling index on LinkedIn and so on.

But what is social selling?

Social Selling is the process of building relationships as part of the sales process. With the growing importance of social media networks, the act of social selling is becoming more and more important as well. This is why your online presence must be irreproachable if you want to achieve good results, especially on LinkedIn where the success of your campaigns depend on your Social Selling Index. It is crucial to be able to measure your online presence and reputation. You can use LinkedIn’s social selling index, to see how you rank compared to your industry. The social selling index on LinkedIn indicates the skills and success of a salesperson. A high SSI assures 51% more probability to hit quotas and 45% more opportunities per quarter. That is why it should be from the interest of every sales person to higher the social selling index. On LinkedIn it is measured by having a completed profile, engaging with your network, connecting, and building relationships.

We created a whole playbook with checklists in order to improve your social selling index on Linkedin.

Motivate your Sales Team

To be successful in closing deals, it is required to motivate the sales team! Having common objectives and motivating your team with other tactics will boost your sales successes and results and moreover, it secures an on-going learning process of the whole team!

Objectives

Set the right goal for the sales department! Setting SMART goals is the first step to success? Why? Because you know what you want to achieve! Knowing this you will stay on the right path! How to set a SMART goal is easy!

However, setting goals and objectives for the short and long term will make your whole sales team focussed. Now, they know what is expected from them and what they work for. They will work more result-oriented simply because they know now what is expected and which results to achieve!

To make it more fun, the goal and objective setting can have different approaches. Of course on the one hand result-oriented goals, but on the other hand setting objectives can be used for team-building as well. What about making a game out of it? A bingo with sentences clients should have said, and then they can make a cross in their bingo. This way closing deals is made in a fun way – in a result-oriented but loose way!

Bonuses

Everyone likes bonuses and money, extra days off, or presents. So what about promising bonuses when an employee brings x amount of clients in? This way you keep your employees motivated! It is an easy way and might seem too obvious, but it works!

Team Building

As said above, you can make it fun for your employees to close deals when combining it with games! It is an easy way to have a relaxed, fun, familiar but at the same time motivated working atmosphere! Everyone likes to work in a place in which they feel comfortable. Making it about your employees as well can make or break the deals. Having motivated and satisfied employees will result in success!

Course to Master it

In order to master your sales closing we did some research and found following course:

https://online.em.kellogg.northwestern.edu/mastering-sales?

The course costs $1,950 and needs some time – but in the end it will be worth it to enhance your skills! It is a course for 10 weeks with 4-6 hours per week and starts on December 8th. You will even receive a certificate when absolving the course! So, what are you waiting for?