5 Closing Sales Tips & Sales Closing Techniques - Best Sales Strategies on How To Close More Sales

contrary to popular belief closing doesn't just happen at the end of a sales meeting you're actually beginning your close the moment you meet someone and shake their hand and you're closing throughout the entire conversation until you eventually ask for the business at the end and to further illustrate this point i'm going to share with you five extremely powerful closing tips that you can use from the beginning of a sales meeting all the way until the end so that you can start turning total strangers into paying customers what's going on everybody patrick dink here before we

get started make sure to give this video like subscribe turn on notifications and let's go ahead and dive right in now as i said before in any sales meeting you're actually closing throughout the entire sales conversation right so it's not just the very ending where you actually ask for the business it's all the little things that you do from the beginning middle and end so that when you actually do ask for the business towards the end of the meeting you actually have already done all the heavy lifting so once you make that ask for the

customer to actually sign a contract or something like that well it's very easy for them to say yes because you did all the work ahead of time so let's go ahead and dive into these tips so that you can start closing more deals now the first tip that i have for you is you're going to want to be perceived as better by being perceived as different now for example if you're selling let's say a commodity service that every other person can do for example a lead generation agency a facebook marketing agency right like these kind

of things that anyone can learn online and offer services well you know when you're trying to sell to potential prospects they're gonna ask you okay what makes you different from everybody else right and you know for a lot of people they don't think too much about what makes them different what makes them unique and why should a prospect go with them instead of going with their competitor so how you want to think about this is to be perceived as better you want to be perceived first as different right so people naturally perceive different as better

it may not always be true right different doesn't mean you actually provide a better service but in the minds of people people do believe that you know someone who's different can be better and so you got to start the conversation in that way so you want to think of ways to differentiate yourself from other people for example do you offer different case studies of people that you helped in the past and you know you can increase the likelihood of getting success for your future client do you have better communication skills and are you easier to

work with compared to other people is your product and service actually better right is there a significant improvement like a 2x 3x times better or are you 30 better 50 better right because depending on your industry and your margins and things like that you know just being a little bit better that slight advantage can mean the difference between closing a deal and not another example might be do you educate your customers and consult them and help them through their challenges versus just trying to sell them some product and service and walking away right so the

selling experience is one way to differentiate yourself from other people because obviously if someone interacts with a salesperson that sales person you know really shares insight and show that they care about the prospect even before signing a deal that's very valuable or it could be that your product and service actually just better and you know it's a no-brainer for a prospect to go with you versus anybody else right so no matter what it is you're selling you have to you know sit down and write down all the things that make you different from everybody else

and then when you start finding those differences and those things that make you different and unique you can start incorporating that into the way you pitch your product and services and so once you start pitching that way you know right from the get people are going to think you are better and different from your competitors so that if you're perceived as unique and you're perceived as better you know better experience better product service whatever the case is by the time you ask for the deal at the end they already think that you're better than your

competitor so it's a lot more easier to close deals but like i said before all this work is done from the beginning in the middle of the sales meeting not necessarily just at the very end now the next closing tip i have for you is you want to get your clients to invest emotionally into your products and services right so in b2c business to consumer you know selling everyday things and even business to business where a business is selling to another business you got to understand people are always buying emotionally right you would think some

people might think that you know because a business is selling to another business it's all logic and they're just looking at the numbers that's not true at all actually people make their decisions emotionally even in b2b settings and they're going to justify that decision logically so the numbers have to make sense but people have to feel invested in your solution and they have to really feel that you're going to get them the results very important so the biggest sales challenge that i see you know a lot of people starting in sales make is that they're

positioning their product or service as a nice to have so i'll give you an example one of my students that i'm helping out they are selling a software in a specific industry and what they are specifically doing is they're basically going after companies that have been around for a long time who are using old legacy software and what they're doing is they're selling a software to replace that legacy software and move this customer into the cloud it's very similar to what i was doing when i was working at oracle where i would sell to you

know hospitals who are using old legacy software which and we would just move them over to the cloud right very natural transition so for this person they were positioning their product and service as a nice to have what does that mean well if this person went to pitch you know their ideal customer they would say like oh our software does this and that here's the features either the benefits here's why you should switch and blah blah blah but nobody's really that interested in what they have to offer and the reason as i started to dive

deeper into this was because it was a nice to have the way my student was pitching this software well people didn't really see the urgency to make that switch into the cloud right what was the point is it gonna save them time is it gonna save the money you know there wasn't a really clear value proposition and also you know it seemed like buying the software and putting in all that work wasn't really worth the reward at the end so a lot of people just weren't responding to the cold outreach and it was difficult to

generate any sales so as i looked into i realized that the problem was not necessarily the software because the software itself does have value save some time save some money and i started to ask more questions to this person and this person said so one of the questions to ask was well if this if a company bought your software and you know they implemented it and they moved over to the cloud well how much time would that save versus doing it the old way they're currently doing and and i was expecting my students to say

oh you know maybe a couple hours per week but this person said well if they purchase my software they're going to literally save months of time so i was like wait a minute so you're telling me that if this person buys your software they're literally going to save months of their employees time so the employee doesn't have to work on administrative tasks and they can actually do other things and let software do all the work and you calculate how much a company is paying their employees we're talking tens of thousands of dollars saved just from

implementing the software so clearly a nice value proposition when you look at it from that perspective right you're saving the person time if the company purchases your software they're saving time they're saving money and their employees are a lot happier because they don't get stuck doing administrative work and they can actually do the job that they were hired to do which is probably something more important right so now we're positioning they're nice to have as something that they must have and they must do right now because why wouldn't you if you're why are you just

throwing money and time out the window right and so how you get people to invest emotionally is you get them to understand the problems what problems are people currently facing in this case you know the ideal customer would be wasting so much money wasting so much time and not really maximizing their employees and by not maximizing their employees well they're not making as much money as they could because they're not putting enough energy into generating more sales right now there's a lot of variables coming into play but the main point is that change your positioning

from a nice to have to you absolutely must have this right now and how do we get this done as soon as possible right so you want to make that clear distinction from turning something from nice to have to must have now the next step we have is you're going to want to get the prospect to invest logically right so like i said emotion is very important people have to emotionally feel the pain and understand why they should buy right now logically they it needs to make sense right because you you can't just get someone

to buy emotionally because either they're going to regret their decision it's not going to really make sense for their business or number two when they try to let's say you're selling to a larger organization it's not just one decision maker who makes a decision they're gonna go back to their team and be like hey patrick is telling me about you know this software that can save us time and money and blah blah blah well when you know the decision making board takes a look at what that software actually is if it doesn't really make sense

on paper they're not going to buy and the reason is because you know just because you get one person emotionally invested it doesn't mean everybody else is invested and sometimes some decision makers don't even want to show up to the meeting unless they look at it from a logical perspective and they see like okay i can see the value in this let me have a meeting with patrick to make sure this is right for us now for all that to actually happen what you are selling has to logically make sense on paper when people write

it down and they have meetings about what you're selling without you actually being there right and that happens right a salesperson is not always going to be in the room to persuade everyone you know what you're offering has to hold up even if you're not in the room so logically when you're selling let's say a software for example it you know it has to have some kind of value right so let's say a software cost i don't know ten thousand dollars per year for you know subscription well if something's gonna cost 10 000 per year

well it better be saving them more money than they're spending or it could be saving them a lot of time if you save an employee's time well they can focus on other parts of the business so you're actually saving money in a way right always got to be helping them make more money in some way right these are just some obvious examples of what software can do but but depending on what you're selling it could be something more intangible like branding that you can't necessarily see a you know immediate roi on right for example so

whatever it is that you're selling logically it's got to make sense on paper and people have to perceive what you're selling as value right ideally your product and service would want to be valued higher than what you're asking for so people think oh it's a no-brainer right we're giving him one dollar he's giving us two back so that's pretty much how you want to position your product and service logically to make sure it's sound on paper the next tip i have for you is you want to handle objections early on in the conversation now a

lot of sales people out there they typically don't like to handle objections until the very end of the sales meeting or the very end of the sale cycle and the problem with this is that if you do not handle the objections in the beginning or early on and you wait for the end you're going to go through the entire sales process and at the end you might find that the prospect's not even qualified to buy because you never went through the objections because maybe some people are a little too afraid to get that no and

so they do all this work hoping to get that yes you know it's kind of like you do all this work and then the prospect just feels like they should just buy just because they went through the process the reality is even if people go through that work if they don't feel like they should buy they're not gonna buy so if you know what the common objections are in your industry for the product and service you're selling you're gonna want to bring them up towards the beginning or the middle of the conversation and you don't

want to leave it always towards the very end of the sales cycle because you know you need to understand what these objections are and how you can overcome them in the beginning right so if you know for example that a lot of the people that you're talking to they just don't have the budget right well if you go through an entire sales process a presentation and all those things and you find out at the end the prospect doesn't even have the budget to buy what was the whole point of doing the entire sales process anyways

right so in that case you got to understand if the prospect has a budget in the beginning to see if they you should even spend time with them to move them along the sales process right that's just one example but there's many different factors or many different objections that you might experience in your sales cycle right and by handling those objections in the beginning you increase your odds of the prospect closing at the end right think about it like this if you already know what all the common objections are that people are going to have

well if you talk about them throughout the entire conversation and you handle them one by one by no one and you're just knocking them down by the end of the sales cycle when it's time for you to ask for the deal and if it's time for the client to actually sign the contract and send you money well you already handle all the objections so there's no objections left and it's going to be much more easier when you ask for the sale if you leave all the ejections for the end what's going to happen is that

you're going to have to go through all these hoops before somebody actually buys so you would rather go through the objections in the beginning and be upfront and transparent about that and make it easier for yourself in the end again heavy lifting in the beginning to make the end easier and the next tip i have for you is you're going to want to understand how the prospect wants to be closed now depending what you're selling you might be targeting different ideal customer profiles right and so different type of customers different type of clients like to

be closed differently so if you are selling into enterprise every each enterprise has their own different way of buying something there might be different approval processes they might want to have certain type of meetings or demonstrations the way they negotiate might be different right so you know there are similarities between customers with an ideal customer profile however you got to understand you you know you can't expect everyone to close a deal in the same way some people like to go fast and they just need a couple meetings before they make a decision other people like

to take a very long time um with lots of demonstrations before you actually close so by understanding that people want to be closed differently well you basically can tailor the way you pitch and close for that specific person to align with the way they close right so what i'm saying is that if you understand that a large enterprise company is not going to be closed in one phone call don't try to close them on that one phone call that would be pretty often they would be like why are you trying to push so hard on

the first call we have all these approval processes that you're not respecting right because if you close if you try to close on the first call when the person can't do that like literally just cannot do that because there's so much approval processes then you kind of shoot yourself in the foot and let's say for example if somebody wants to be closed on the first call and they don't want to spend so much time doing all these meetings if you don't know that and you're like okay now we're going to schedule this meeting and this

meeting or this meeting but they just want to close the deal right there then you're also going to shoot yourself in the foot because you're not understanding how the prospect wants to be closed so the easiest way to understand this is especially if you're starting out in sales and you're not really sure how people want to be closed quite yet is you ask your prospects how would they like to be closed so towards the end of the meeting what you say is you say okay look um you know it seems like everything is going great

so far it seems like we're a good fit to work with each other now i'm just curious to understand you know if we were to get this deal done what would it look like on your end you know what would need to happen internally at your company for us to move forward with something like this so you're not saying that you're going to close them right there you're not really saying anything all you're doing is asking a question to understand how they would like to be closed typically you know what a company would do especially

if they're a larger organization is they would just tell you they will say okay first i need to talk to this person then we need to have a meeting about this and then we gotta have a presentation about this and then what's gonna happen is we have to go through procurement right and so they're gonna tell you all the different steps that need to happen before they close the deal and as they are saying all these things you're just writing it down you know taking notes and so once you have their entire buying cycle written

down and you understand what it takes to get a deal done at their company you create a timeline so this is you know one of the advanced techniques for sales it's that you have to understand how people want to be closed first and then you want to put a time a timeline essentially to each one of these steps so let's say you know step number one they need to talk to their boss whatever so the first item might be okay so you say you need to talk to your boss i'm just curious to know when

that meeting is actually going to happen then they're going to say oh probably sometime this week and you can say okay so i can expect it to be done this friday yeah sheriff patrick and so you're making no okay i'll go ahead and make a note about that and after you talk to your boss you said that you need to have another meeting with me and your boss and everyone else involved is that right they say yeah yeah that's exactly right patrick okay great so when would you like to have that meeting when do you

think uh sometime next week say okay well you know for me next week wednesday 10 am works pretty well you mind if i go ahead and schedule a meeting for that time and then we can you know further discuss about that they'll be like okay yeah that's fine i'll go ahead and invite my boss to that then you go to the next step and you say okay well after that meeting you would want a presentation right you know obviously that's going to be a little bit further out after we have our you know first our

second initial meeting um but you know just curious to know when exactly is that going to happen if you were to give it a bought if you were to give it a ballpark then they would say okay probably the week after that so you say okay so two weeks from now we have a presentation i'll go ahead and write that down so we're both on the same page and so you don't have to get a specific date for every single item point because you don't know if you're even going to get there because there's many

steps but you need to have some kind of timeline on when each thing is going to happen by and by doing that if anything is too far out or like the prospect is feeling like they're dragging on too much time when the sale cycle should be shorter you could say things like oh well you know you're saying that you want to do this three weeks from now but why would it need to be done three weeks from now do you think we can get it done within the week this way we can save some time

for both of us and so you start shortening that sales cycle while you're on that call so if you have their timeline and you know how someone wants to be closed when you actually close them is so much easier because you're both on the same page you both want to get all the steps done on an appropriate amount of time you both agree on that time because you're the one that's telling you everything you're not forcing anything on them and so you just walk step by step by step eventually you're just going to close the

deal because they told you how they want to be closed and so what i said those are going to be some of my best tips that you can use to make your clothes a lot easier by doing the work up front if you enjoyed this video make sure to give it a like subscribe and turn on notifications and if you want to take your sales game to the next level i got a free training link is in the description on how to sell anything to anyone so make sure to check that out with that said

my name is patrick dang and i'll see you guys in the next one