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How to Close Sales Deals Effectively [Steps & Techniques]

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In the business realm, the ability to close a sale is not just a skill; it's the very basis of success. The final handshake or signed contract is the culmination of all your efforts. It's the moment that turns prospects into customers and opportunities into revenue. Yet, for many, this crucial stage is filled with unforeseen obstacles. 

According to research, 40% of salespeople find it difficult to close deals and consider it the most challenging stage in the sales cycle. But what if we told you that there's a roadmap to success? In this comprehensive guide, we'll walk you through a detailed 7-step process to help you close sales deals more effectively. 

From understanding your customer's needs to employing the right closing techniques, each step is designed to offer actionable insights that you can apply immediately. Read on to turn those almost-deals into successful business transactions.

How to Close a Deal Effectively in 7 Steps?

Closing a deal requires a certain style and skill set that not everyone possesses. The below steps will help you close any deal like a pro.

Step 1: Understand Your Customer Needs

Selling is never about your product. It’s always about your clients needs. The only way to close a deal is to demonstrate to your prospective client how your product will make their lives better. In order to do it you will have to do your homework and research about the customer's business, their challenges, and their goals. By understanding what they need, you can tailor your product or service to those needs and show them how it can solve their problems.

How to Do It?

  • Conduct Research: Use tools and databases to understand the customer's industry, challenges, and needs.

  • Ask Open-Ended Questions: Questions like "What challenges are you facing?" can provide valuable insights.

  • Listen and Validate: Active listening can help you validate the customer's needs and tailor your pitch accordingly.

Step 2: Identify Decision-Makers and Their Key Concerns

Not everyone you talk to has the authority to make purchasing decisions. Identifying the decision-makers and understanding their concerns can save you time and effort.

How to Do It?

  • Ask Directly: Sometimes, it's as simple as asking, "Are you the person responsible for making purchasing decisions?"

  • Map the Buying Committee: Understand the roles of everyone involved in the decision.

  • Identify and Address Concerns: Once identified, use your research to identify and address any concerns the decision-makers might have

  • Utilise the viral effect of an Interactive Demo to meet and engage with all the stakeholders.

Step 3: Discuss and Share Pricing Upfront

Transparency in pricing can build trust and eliminate any last-minute surprises that could prevent any deal-breakers.

How to Do It?

  • Be Transparent: Clearly outline all costs, including any potential future costs.

  • Offer Multiple Options: Provide different pricing plans to suit various budgets.

  • Discuss Value and ROI: Explain how the benefits outweigh the investment. 

Step 4: Handle Sales Objections Early

Objections are inevitable, but handling them early can prevent them from becoming deal-breakers later on.

How to Do It?

  • Anticipate Common Objections: Prepare answers for objections like "It's too expensive" or "We're already using a similar product."

  • Use Testimonials: Leverage customer testimonials to counter objections.

  • Acknowledge and Pivot: Acknowledge the objection and pivot back to the value your product offers.

Suggested Read: How to handle sales objections

Step 5: Ask for a Sale

You won't get what you don't ask for. This step is where many salespeople hesitate but is crucial for closing.

How to Do It?

  • Be Direct but Tactful: Use phrases like, "Would you like to proceed with this?"

  • Use Close-Ended Questions: These require a 'yes' or 'no' answer, making it easier for the client to make a decision.

Step 6: Use the Effective Closing Technique & Tools 

Different situations require different closing techniques. Using the right one can be the difference between a sale and a missed opportunity. You need to use the most effective closing technique as per the situation.

How to Do It?

  • Know Your Techniques: Whether it's the "Summary Close" or the "Now or Never Close," know when to use which technique.

  • Tailor to the Customer: Choose the technique that best suits the customer's needs and concerns.

  • Utilise an Innovative Interactive Closing Demo to deliver your personalized pitch to each stakeholder 

Suggested Read : How to create personalized product demos

Step 7: Communicate the Next Steps

Closing the sale is not the end; it's the beginning of your relationship with the customer. You’ll need to communicate the next steps.

How to Do It?

  • Outline Next Steps: Whether it's signing a contract or setting up the first meeting, be clear about what comes next.

  • Follow-Up: Send a thank-you email and outline the next steps.

10 Proven Closing Techniques to Seal Deals with Precision

According to a report, the average closing rate for inside and outside sales professionals is 18% and 40% respectively, while the average close rate across all industries is 19%. It is important to remember that while the basic steps to closing remain consistent, the techniques you employ may vary greatly depending on the circumstances and the customer's needs. Each of the following techniques can be highly effective when used in the right context.

1. Assumptive Close

The Assumptive Close is a confident technique that operates under the assumption that the customer is ready to move forward. This approach eliminates the awkwardness of asking for the sale outright and instead focuses on the logistics of completing the purchase, such as delivery dates or payment terms.

How to Use It?

Utilise phrases like, "So, shall we proceed with the installation next Tuesday?" This technique is most effective when the customer has shown strong buying signals, such as asking detailed questions about the product or discussing how they would use it.

2. Trial Close

The Trial Close serves as a temperature check, allowing you to gauge the customer's readiness to buy without pushing for a final commitment. This technique is particularly useful in longer sales cycles where multiple discussions may be necessary.

How to Use It?

Pose questions like, "How does that sound so far?" or "Is this aligning with what you were looking for?" This helps you understand the customer's mindset and allows you to make necessary adjustments before the final close.

3. Summary Close

In the Summary Close, you summarise all the benefits features, and discussions that have taken place during the sales process. This serves as a final reminder of the value proposition and how it aligns with the customer's needs.

How to Use It?

Articulate the key points that resonate with the customer's needs and conclude with, "Given all these benefits, does this sound like the solution you were looking for?"

4. Demonstration Close

The Demonstration Close involves showing the product or service in action, effectively resolving any lingering doubts or concerns.

How to Use It?

After the demonstration, ask, "Can you see how this will benefit your operations?" This technique is particularly effective for complex products or services that require a hands-on understanding.

5. Alternative Choice Close

The Alternative Choice Close narrows down the options for the customer, making the decision process easier. By presenting two choices that both lead to a sale, you reduce the cognitive load on the customer.

How to Use It?

Inquire, "Would you prefer the standard or premium package?" This simplifies the options and nudges the customer towards making a decision.

6. Urgency Close

The Urgency Close creates a sense of time sensitivity, encouraging the customer to make a quicker decision. This technique capitalises on the psychological principle that limited time offers to create a fear of missing out.

How to Use It?

Employ phrases like, "This offer is valid only until the end of the month." It's crucial that the urgency is genuine to maintain trust and credibility.

7. Social Proof

Social Proof leverages testimonials, case studies, or endorsements to build credibility and trust. This technique taps into the human tendency to trust the experiences of others, especially those in similar situations or industries.

How to Use It?

Share stories or data from other satisfied customers, particularly those in the same industry as the prospect. This adds a layer of relatability and trust to your pitch.

8. Question Close

The Question Close involves posing a question that prompts the customer to think about the benefits of proceeding with the purchase. This technique subtly shifts the focus from whether to buy to how they will benefit after buying.

How to Use It?

Ask questions like, "How much more productive could your team be with our solution?" This forces the customer to weigh the pros and cons, often tipping the scale in favor of a close.

9. Fear of Missing Out (FOMO) Close

The FOMO Close plays on the psychological fear of missing out on a beneficial opportunity. This technique is particularly effective in competitive markets where alternatives are readily available but not necessarily better.

How to Use It?

Use phrases like, "We only have a few slots left at this price." This can push the customer to act quickly to secure the deal.

10. Silence Close

Sometimes, saying nothing can be powerful. The Silence Close is a less-is-more approach where you allow the customer to fill the silence, often revealing their thoughts or objections. This technique can be uncomfortable but is powerful in making the customer commit to a decision.

How to Use It?

After presenting your offer, remain silent and wait for the customer to speak. The silence often compels the customer to break it, usually revealing their decision or any remaining objections.

Suggested Read: How to Close a Sales Demo [Essential Steps, Best Practices & Sales Demo Tips to Follow]

The Bottom Line

Sealing the deal is often the most challenging yet rewarding part of the sales journey. The strategies we've discussed in this guide will help you conquer the final hurdle in any sales interaction. Implement these tried-and-true methods to optimise your sales approach and close sales deals effectively. 

According to Hubspot, 54% of prospects want to learn how a product works on the first call. And this is where Demoboost offers a compelling solution. Demoboost is a product demo software designed for revenue teams aiming to improve buyer experience and scale go-to-market strategies. 

With features like no-code automation, interactive product demos, and real-time insights, Demoboost allows you to create and share personalised demos in minutes, provides on-demand demo access for buyers, and even tracks engagement to speed up the sales cycle.

Book a demo today to make your sales process as effective as it can be.


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