17 Easy Closing Sales Tips

Closing Sales Tip #1: Stop being like others.It may sound obvious, but most salespeople out there are doing some version of the same thing. They get in front of a prospect, get excited, and pitch whatever they can.
                               
Closing Sales Tip #2: Take risks with prospects.One of the best ways to separate yourself from other salespeople is to take risks with prospects.
                               
Closing Sales Tip #3: Get them talking.Some powerful data has recently surfaced that shows the more a prospect is talking during the discovery conversation, the more likely the salesperson is to end up closing sales.
                               
Closing Sales Tip #4: Shut up.I don’t mean to be rude, but the data doesn’t lie. The less salespeople talk, the better their chances of closing sales.
                               
Closing Sales Tip #5: Nobody cares about your company.New data shows that when salespeople talk about their company for too long, it’s highly correlative with negative outcomes in selling.
                               
Closing Sales Tip #6: Quit pitching.Pitching is a strategy that’s been around forever in sales. It literally goes back to the National Cash Register, when they developed their sales training philosophy in 1887.
                               
Closing Sales Tip #7: Dig into challenges.You want to really understand the key challenges that your prospects are facing.
                               
Closing Sales Tip #8: Disqualify the non-fits.This goes against what many salespeople have been taught. I can't tell you how many times I get on the phone with a VP of sales and they want to bring me into their organization to tell the sales team, “Never take no for an answer when selling.”
                               
Closing Sales Tip #9: Understand the upside.ROI is a really valuable concept we can use when selling, but don't want to tell prospects what the ROI is.
                              
Closing Sales Tip #10: Establish a budget later on in the process.Data shows that most average and bottom-performing salespeople are talking about price really early on in the discovery process. On the other hand, top performers are waiting about 45 minutes into that initial discovery to discuss pricing and budget.
                               
Closing Sales Tip #11: Know their process.One of the biggest complaints that prospects have about salespeople is that they don’t take the time to understand their full buying process.
                               
Closing Sales Tip #12: Keep the presentation brief.The data shows that bottom and average performers spend much more time in presentation mode, whereas top performers spend much more time in the discovery part of the conversation.
                               
Closing Sales Tip #13: Follow the 60-second rule.
During the presentation, top performers never talk for more than about 70 seconds without re-engaging the prospect back into the conversation.                                

Closing Sales Tip #14: Use feedback loops.One of the best ways to re-engage prospects in the conversation is to use feedback loops.
                               
Closing Sales Tip #15: Stop closing.Closing techniques don't matter anymore. What matters is that we're really strong in the discovery process so when it comes down to the close, it just happens.
                               
Closing Sales Tip #16: Make clear and scheduled next steps.This is so important in today’s world. Chances are, you’re not in one-call close situations.                             

Closing Sales Tip #17: SW cubed N.What the heck does SW cubed N mean? It's very simple. It stands for: Some Will. Some Won’t. So What? Next.                                

So, there you have it. Now you know 17 easy closing sales tips. I want to hear from you. Which of these ideas do you find most useful? Be sure to share below in the comments section below to get involved in the conversation.

[FadedImmaculate]

1.) Stop being like others, be different
2.) Take calculated risks with prospects
3.) Get them talking as much as possible
4.) Listen more talk less
5.) Nobody cares about the company, only how you benefit them
6.) Quit pitching, engage the prospect in conversation
7.) Dig into challenges they're facing
8.) Disqualify the non fits
9.) Help them understand the upside
10.) Establish a budget later on in the discovery process
11.) Understand their buying process approach
12.) Keep the presentation brief, key points only based on their challenges aforementioned
13.) 60 second rule, never want to go more than a minute without engaging with prospect
14.) Feed back loops, ask questions to get feedback. "Does that make sense?"
"How's that sound?"
15.) Stop closing, get good at Discovery first to solve their problems so the close comes naturally.
16.) Clear and scheduled next steps.
17.) Some will buy, some won't, so what? Next!

[dustinasher]

I closed $250, 000 in solar and battery sales for the month of June!! A lot of these techniques really work.

[Yaahboi]

This guy knows his stuff without a doubt. A conversational dialogue is key in todays world. Traditional sales techniques focus on product pushing & “controlling” the conversation. It’s interesting how skilled questions would naturally lead to you seeming like the expert & in control of the convo, even though you’ve said one sentence in a 15 minute convo.

[keithcubert]

This is an amazing video. So many Gems in here it's hard to distill it down to 1. What stood out was:
Taking risks, Getting them talking and to make it about them, Shut up and you must listen to them, Dig into challenges, Understand the upside for them, Establish a budget later on in discovery, Know the process, Keep the presentation brief, 60 Second rule, Feedback loop, Stop Closing, Clear and Scheduled Next steps, SW3N. Don't beat yourself up. Fall in love with the process and you'll become a Sales Champion in no time.

[rogeredwards]

Wow, i'm new to sales and this guy just gave me more practical information than all of these mega millionaires.

[SipMyCharlatte]

I use your videos as a stripper all the time! I used to think being bedazzling and holding all the witty conversation would put me in VIP, but you taught me that a 2 way conversation is best. The more I get a customer talking about what they're into, the easier it is for me to close the sale and make my service about what the customer is needing! Thank you!! Sold 3 $1500 VIP rooms in a single night 💕

[papamamailoveu]

I just love the SW3N.
Sales is about moving on process.
Disqualify those unfit and move on.
Don't feel you are wrong, but instead it doesn't matter.

All the tips are so great!

[kkundan]

1) be unique stop being like other, different approach
2) take calculated risk with prospect, risk averse human behaviour (
3) let them talk during discovery conversation: more info you get about challenges, concerns of business
4) shut up: no long monologue, have dialogue
5) your prospects don't care about your company, history, awards etc. Care about their own challenge, target
6) quit pitching: obsolete technique, have conversations to understand prospect then put up the solutions
7) dig into issue: about target, failure then present solutions
8) target fitting, well qualifying prospect not everyone
9) understand their upside (not tell them roi) : present solutions and let them come to understanding/ realisation of positive results
10) budgeting, pricing comes letter: never lead with it.
11) know their process especially buying process: about authority, duration, clearance etc. Knowledge is power
12) brief presentation: more time in discovery process. Be direct in presentation
13) 60 seconds rules: no monologue longer then 60 seconds even in presentation
14) feedback loop: genuine interest, questions, same page
15) stop closing: no artificial closi, be natural, stong discovery and presentation
16) clear and schedule follow up steps: make it easier for them to translate their willingness into action
17) SW'N: It's a mixed bag. Failure, rejection is part of game.

[its_dade]

A lot of these help. I love "60 second rule" and "Feedback loop". But wow. SOME WILL
SOME WONT
SO WHAT
NEXT!
That has to be my favorite. Great advice for someone having a tough month! Thanks

[lewiskiiru]

My major takeaway is to be unique in how I pitch and sell my product. Furthermore, engaging the client while allowing him/her to speak more than I do by trying to understand their buying/decision process.
I hope to keep on learning and experiencing positive impacts in my sales, thank you for everything Marc.

[poorfas]

YES. Key revelation here for me is closing technique. I was trained with a very cumbersome close. What I didn't realize is, you're already there! A trustworthy statement like, "John, what would you like to do next?" Is perfect. Opening dialogue and uncovering their thoughts, feelings, and what they want to do. So key! So simple.

Shows confidence as well--forced, pressure closing almost implies a fear of failure by the sales person or implies a presumption that they dont understand or that they won't close after you've left. Time is ok! Doesn't mean they'll buy somewhere else.

[hddngemsblog]

I believe the clear next step approach is fantastic for giving the customer a picture of where they will be next and with a very optimistic tone you will win

[graciecunningham]

i just found this video and im going to implement these tactics tomorrow. I am an assistant manager for Vector Marketing and the 17 closing tips video helped me reach a 500 dollar average order this summer. 396 dollar average over my career. Amazing tips, very accurate information, and when implemented there is immediate results.

[jamiehodson]

So I used a Combination of theses skills I learnt from this video at a telemarketing job and oh my god the sales with these tips so easy the customer got it all they decided there buying process on their own it was amazing thanks buddy you just made me a better sales rep!!

[MrThekingofcod]

Tips
1. Stop being like others
A. Focus on an effective discovery upfront use a different approach.

2. Take risk with sales prospects


3. Get them talking


4. Shut up


5. Nobody cares about there company
A. Can this person solve their challenges


6. Quit pitching
A. Engage prospects
Through a proper discover questions


7. Dig into challenges
1. Understand key challenges


8. Disqualify the nonfits
9. Understand the upside
10. Establish a budget later on
11. Know their process for buying
12. Keep the presentation brief
Top performers spend more time on discovery.
13. 60-second rule
1. Never go on more than 60 seconds without engaging the prospect
14. Feedback loops
1. Reengaging the prospect in the convo
1. Questions like
1. Does that make sense? Is that okay?
15. Stop Closing.
16. Clear and schedule next steps
17. SW^3 N
1. Some will
2. Some won’t
3. So what
4. Next

[dustinmorris]

I just sold a $11, 000 roof after watching this video. I took his advice and I stopped talking too much.

[tay]

You nailed everything my friend. Great information, all sales people that's trying to get better needs to listen and apply this. Because I know it works. Not bragging but I been one of top the salesman no matter what company I'd worked for. Because I have and still do use these techniques. This without ever seeing this video. Confirmation !!!

[aaronkody]

Awesome tips Marc, extremely helpful to me right now. My biggest takeaways are To get the customer talking, at least every 60-seconds (or more), keep them engaged with feedback loops (small questions frequently), to shut up & talk less (why we have 2 ears & 1 mouth) and to keep my pitching and company story leaner and to the point. This helps a lot as I am tired of talking & pitching way too much during appts, & will focus on making conversation and have the customer do more talking which will keep them engaged. Thank you for this info!

[jaredmomanyi]

I have enjoyed every bit and its exciting listening to you. Thanks for this vital insights.

[phoenixbusinessacademy]

These tips are great for new salespeople and even veterans can learn a thing or two!!