7 Proven Sales Techniques That Will Help You Close More Deals

Are you struggling to close deals that seemed so promising?

It's time to take action and revamp your sales techniques.

As a sales professional, your ultimate goal is to close more sales and gain more revenue for your organization. However, achieving this objective is easier said than done. It requires strategic thinking, effective communication, and a deep understanding of your customer's needs and pain points.

The art of closing a sale can determine its success or failure. A salesperson can transform prospects into loyal customers by employing effective phrases, tips, and techniques. Despite its importance, 40% of salespeople experience  [1] anxiety when closing deals. The emotional intensity of the moment, including fear of rejection and failure, can make the triumph of sealing a sale all the more gratifying.

By implementing a tried-and-true approach to closing sales, you can guarantee that your efforts in pursuing and persuading potential clients will result in the desired outcome. As a sales professional, this translates to meeting your quota and receiving your commission while boosting your business's revenue.

However, with many techniques available, it can be daunting to determine which approach best suits your specific business needs. That is why this blog delves into the concept and various types of sales techniques in great detail, enabling you to outperform your competition with the perfect approach.

To assist you in experiencing the excitement of successfully finalizing deals multiple times, we will discuss how to conclude a sale and provide you with 7 techniques to close sales that will result in the highest success rates as a sales expert.

So, let's dive in!

What are Sales Techniques?

Sales techniques refer to the specific methods, strategies, and tactics that sales professionals use to persuade customers to purchase a product or service. These techniques often involve identifying the needs and interests of potential customers, addressing their concerns and objections, and closing the sale. Successful sales include understanding the target audience, strong communication skills, and building trust, confidence, and rapport with potential customers. By mastering effective sales techniques, sales professionals can increase productivity, achieve sales targets, and build lasting customer relationships.

Sales techniques are imperative for any business to generate revenue and sell products or services successfully. These techniques are rooted in psychological principles and involve building trust and rapport with customers, using persuasive language, and appealing to their emotions. But there's no one-size-fits-all approach to sales techniques. Professionals often spend years perfecting their approach, considering factors like market trends, consumer behavior, and position in the sales pipeline.

It's important to note that sales techniques differ from sales processes. While a sales process guides sales representatives through the entire sales cycle, a sales technique focuses on a particular part of the process. It builds unique approaches that align with a company's values, culture, and goals. It's an approach that complements the sales process and helps sales reps close deals more effectively.

What Are The Benefits Of Using Sales Techniques To Close Deals?

Let's take a closer look:

Increased conversion rates: Sales techniques help guide customers through the buying process, from creating interest to making the final purchase. By identifying pain points and offering solutions that meet customers' needs, sales techniques provide higher customer satisfaction, which translates to more sales.

Improved customer relationships: Sales techniques are about developing long-term customer relationships, not just closing a single deal. By understanding customers' needs and providing solutions that address them, customers feel their business is valued, which leads to more loyalty, repeat business, and referrals.

Improved communication skills: Effective sales techniques demand good communication skills to listen to customers, analyze their requirements, and provide solutions that meet them. Practicing the methods enhances salespeople's abilities and improves communication skills in the sales role and general.

Increased confidence: Using sales techniques to address objections provides a higher level of preparedness and control throughout the sales process. This capability enhances confidence and results in better sales performance.

Competitive advantage: Excellent products or services alone are insufficient to succeed in today's competitive market. You must differentiate yourself from your competition and provide better value to customers. By using sales techniques, you can establish yourself as a service provider and trusted advisor that customers can rely on, leading to solid differentiation and customer loyalty.

7 Steps of the Sale Process

The sales process is an essential element for any business. It is a roadmap that guides a salesperson on identifying, targeting, and creating a relationship with potential buyers. The entire process can be challenging, but following specific steps to close more deals and grow your business is essential.

Here is an overview of every step and its importance in the selling process:

Step 1: Prospecting

The initial step in the selling process is prospecting. This step involves identifying potential customers or clients interested in your product or service. There are several ways to prospect for new business, including cold calling, networking events, or creating a targeted list of potential customers. To be successful at prospecting, salespeople must research and identify their ideal customer profile. This process will help them narrow their search and target the most likely to convert into paying customers.

Step 2: Pre-Approach

Once you have a list of potential consumers, it's time to prepare for your approach. In the pre-approach step, research your prospective client and discover their business, industry, and pain points as much as possible. This step helps you prepare and tailor your sales pitch to your potential customer's needs or desires. By understanding their needs, you can better position your products or services as a perfect solution to their problems.

Step 3: Approach

The approach is the first interaction with your potential customer. Making the best first impression and setting a rapport quickly is essential. This step can be done in person, through email, or over the phone. During the approach, being confident, friendly, and professional is essential. The goal is to engage the potential customer and evaluate how your products or services can solve their problems.

Step 4: Presentation

The presentation is where salespeople showcase their product or service and demonstrate how it can benefit the potential customer. The presentation should be structured and easy to follow, highlighting the features and benefits of your product or service. It is essential to concentrate on how your product or service can solve the customer's pain points and make their lives easier. You should also be ready to answer potential customer questions about your product or service.

Step 5: Handling Objections

Potential customers may object to your product or service during the sales process. These objections can range from price to functionality and be challenging to handle. The key to handling complaints is to listen actively and empathize with the customer's concerns. Once you understand their objections, you can address them and provide solutions to their problems.

Step 6: Closing the Sale

Closing the sale is the leading objective of the selling process. This step involves getting the customer to purchase your product or service. The closing sale can be as simple as asking for the sale or as complex as negotiating a contract. To be successful at closing the deal, it's essential to have built a relationship with the customer and established trust. You should also be confident, professional, and transparent in your communication.

Step 7: Follow-Up

You are following up with a customer after the sale is critical to maintaining a relationship and ensuring customer satisfaction. This step involves checking in with the customer and addressing any complaints or issues they may have with your product or service. Additionally, following up with customers can lead to repeat business and referrals, which can help grow your business.

7 Proven Sales Techniques That Will Help You Close More Deals

1. Sandler Sale Method

The Sandler Sales Method is a systematic selling method that concentrates on building a long-term relationship with the prospect and gaining their trust. This approach employs unique questioning and disqualification techniques that help sales professionals identify unqualified prospects quickly and effectively, preventing wasting time and resources on unlikely sales outcomes.

How does it work?

The Sandler Sales Method is based on the idea that Selling is not about convincing someone to buy something they don't need or want. Instead, it's about understanding the customer's needs and providing a solution that meets those needs.

The method consists of several stages:

Bonding and rapport: This stage focuses on building a relationship with the customer. It involves discovering common ground and establishing trust.

Up-front contract: This stage involves setting clear expectations and goals for the sales meeting. It ensures that the salesperson and the customer are on the same page.

Pain: In this stage, the salesperson asks questions to uncover the customer's pain points or challenges. This helps the salesperson understand the customer's needs and how their product or service can assist.

Budget: This stage involves discussing the customer's budget and determining if their needs can be met.

Decision-making: This stage is about helping the customer decide. The salesperson presents their solution and addresses any objections the customer may have.

Fulfillment: This stage involves delivering on promises made during sales. It's about ensuring customers are satisfied with their purchases and providing ongoing support.

The Sandler Sales Method can help you close more deals and create stronger relationships with potential clients by following these principles and techniques. And the best part? It's not just for seasoned sales professionals – anyone can learn and implement the Sandler Sales Method with the proper training and practice.

2. SNAP Selling

If you are a part of sales, you know that closing deals is the ultimate goal. But what if I informed you there's an approach to selling that can help you close more deals? Enter SNAP Selling.

What is SNAP Selling?

SNAP Selling is a sales approach developed by Jill Konrath, a sales strategist and keynote speaker. SNAP stands for:

• Simple

• iNvaluable

• Aligned

• Priority

SNAP Selling is focused on understanding the Buyer's perspective and aligning your selling process to their needs. It's all about simplifying complex sales processes and making them more valuable to the Buyer.

How does SNAP Selling work?

SNAP Selling works by breaking down the sales process into four key components:

Keep it Simple: The initial step is to simplify your sales process. This means understanding the Buyer's perspective and simplifying their buying process. You must speak their language and avoid jargon or technical terms that are tough to understand.

Be invaluable: The second step is to be invaluable to the Buyer. This means providing value beyond just the product or service you are selling. You need to understand the Buyer's business and offer insights that help them achieve their goals.

Align with the Buyer: The third step is to align with the Buyer. This means understanding their business goals and aligning your sales process to help them achieve them. You need to partner with the Buyer, not just a salesperson.

Make it a Priority: The fourth step is to prioritize it. This means making the buying process a priority for the Buyer. You must show them that their business is essential to you and that you are committed to helping them achieve their goals.

Why can SNAP Selling help you close more deals?

SNAP Selling can help you close more deals by focusing on the Buyer's needs and simplifying the sales process. By providing value beyond just the product or service you are selling, you can build a relationship of trust and become a partner to the Buyer. This can lead to growing sales and long-term relationships with your customers.

SNAP's selling methodology emphasizes a simplified and streamlined approach to sales by focusing on the prospect's needs and goals, providing insight into the unique value proposition, building rapport, and demonstrating the product or service's value through evidence. By applying this methodology, sales professionals can effectively engage with prospects, increase closing rates, and differentiate themselves from competitors.

3. Solution Selling

Solution selling is a sales technique that identifies potential customers' pain points and needs and provides a tailored solution to their specific problems. Instead of merely selling a product or service, solution selling involves creating a customized solution that addresses the customer's unique needs and challenges.

How Does Solution Selling Work?

Solution selling involves a strategic, consultative approach to sales. The salesperson takes the time to comprehend the consumer's business, challenges, and goals. They ask questions to uncover the customer's pain points and needs and then present a solution that addresses those issues.

For example, you sell software that helps businesses manage their inventory. Instead of just pitching the software's features, a solution-selling approach would involve asking questions such as "What challenges are you facing with your inventory management?" and "How much time and resources are you currently spending on inventory management?" You can tailor your solution to address those specific challenges based on the customer's answers.

Why Does Solution Selling Help You Close More Deals?

Solution selling is a highly efficient sales technique for several reasons. First, it positions you as a trusted advisor rather than just a salesperson. By taking the time to comprehend the potential customer's needs and challenges, you demonstrate that you are genuinely interested in assisting them to solve their problems rather than just making a sale.

Second, solution selling helps you differentiate yourself from your competitors. By providing a customized solution that addresses the customer's needs, you demonstrate that you understand their business and are uniquely qualified to help them succeed.

Solution selling is a potent sales technique that can assist you in closing more sale deals and increasing revenue. By taking a strategic, consultative approach to sales and providing customized solutions that address the customer's conditions and expectations, you can differentiate yourself from your competitors and position yourself as a trusted advisor.

4. Providing Social Proof

Social proof is a psychological fact that can convince even the most skeptical individuals. It works by tapping into our natural tendency to follow the lead of others to conform to social norms. Simply put, people are more likely to trust and adopt a specific behavior if they see that others have already done the same thing. This is why social proof can be seen in various forms, such as glowing testimonials, positive reviews, high ratings, compelling case studies, and persuasive endorsements. By leveraging the strength of social proof, you can construct credibility and trust with your audience, making it easier to persuade them toward your desired outcome.

How Does Social Proof Work?

Social proof works because it fits our innate social validation and conformity needs. We often look to others for cues on behavior, especially when we lack knowledge or experience. By providing social proof, you signal potential customers that your product or service is reputable, trustworthy, and popular. This can assist them in feeling more confident and satisfied choosing you over your competitors.

Social proof can also help create a sense of urgency or FOMO (fear of missing out). When buyers see that others are already using or benefiting from your product or service, they may feel missing out on something valuable if they don't act quickly.

The Benefits of Providing Social Proof

Providing social proof can have several benefits for your business, including:

• Improved credibility: Social proof helps establish your brand as a trustworthy and trustworthy choice in the eyes of potential customers.

• Increased conversions: By providing social proof, you can increase potential customers' likelihood of buying from you.

• Enhanced customer loyalty: Social proof can help create community and loyalty among your customers, as they feel part of a group that values your product or service.

• Better search engine rankings: Social proof can improve rankings, as search engines often prioritize websites with high-quality, relevant content.

Types of Social Proof

There are a few sorts of social proof you can employ to help close more deals, including:

Testimonials are statements from satisfied customers that endorse your product or service. Testimonials can be written or video-designed and displayed on your website, social media profiles, or marketing materials.

Reviews and ratings: Customer feedback and ratings using your product or service. You can show reviews and ratings on your website, third-party review sites, or social media.

Case studies are detailed examples of how your product or service has helped or benefited a specific customer or client. Case studies can be in written or video format and can be used to show potential customers how your product or service can resolve their specific problems.

Endorsements: These are statements of support from celebrities, influencers, or industry experts. Endorsements can be written or video and shared on your website or social media profiles.

Social proof is an efficient manner to build customer trust and credibility and close more deals. Using testimonials, reviews, ratings, case studies, and endorsements, you can show potential consumers that your product or service is reputable, trustworthy, and popular.

5. SPIN Selling

SPIN selling is a technique developed by Neil Rackham in the 1980s. It's an acronym that stands for:

• Situation

• Problem

• Implication

• Need-payoff

The technique is designed to help salespeople understand their client's needs and problems and provide solutions that address them.

How does SPIN Selling work?

The SPIN selling technique is based on asking the right questions. The salesperson can better understand the client's needs by asking questions about the client's situation, problems, and implications. Once the needs are identified, the salesperson can offer a solution that meets those needs.

Here's a breakdown of the SPIN technique:

• Situation: This involves asking questions about the client's current situation. For example, "What are your current marketing strategies?"

• Problem: This involves asking questions about the client's issues. For example, "What challenges are you facing with your current marketing strategies?"

• Implication: This involves asking questions about the consequences of the client's problems. For example, "What impact is your current marketing strategy having on your sales?"

• Need payoff: This involves asking questions about the benefits of the proposed solution. For example, "How do you think our marketing strategy can help increase your sales?"

Why is SPIN Selling so effective?

SPIN selling is effective because it's based on understanding the client's requirements and delivering solutions that meet them. The salesperson can create trust and credibility with the client by asking the proper questions and listening to the client's responses. This, in turn, makes it easier to close the deal.

In addition to building trust and credibility, SPIN selling helps identify objections early in the sales process. By addressing objections upfront, the salesperson can minimize the risk of losing the deal later.

6. Opening Play

Opening play is the first impression you make on a potential customer. Your initial conversation with them sets the stage for the rest of your interaction. Opening play can happen in person, on the phone, or via email. No matter the medium, the goal of the opening play is to establish a connection with the consumer and set the tone for the rest of the conversation.

How Does Opening Play Work?

Opening play works by creating a positive impression on your potential customer. To do this, you must understand your customer's pain points and needs. This can be achieved by researching the customer before your conversation or asking open-ended questions to learn more about their business. Once you understand their requirements and wants, you can tailor your opening play to address those pain points.

For example, if you're selling software to a small business owner, you might start the conversation by saying, "I noticed that your business is growing. Have you run into any challenges with managing your finances?" This question immediately addresses the potential customer's pain point and shows that you have done your research and understand their needs.

Why is Opening Play Essential for Closing More Deals?

Opening play is essential for closing more deals because it establishes the tone for the whole conversation. If you can develop a positive connection with potential customers from the beginning, they are likelier to be receptive to your pitch. On the other hand, if you come pushy or uninformed, the potential customer may be turned off and less likely to consider your offering.

In addition, opening play can help you stand out from the competition. If you take the proper time to study your potential customer and tailor your opening play to their needs, you show that you are invested in their success. This can differentiate you from salespeople who may use a one-size-fits-all approach.

7. Upselling and Cross-Selling

In the world of sales, closing deals is everything. It's what separates successful salespeople from those who struggle to meet their quotas. One of the most imperative ways to close more deals is through upselling and cross-selling. These techniques help you increase revenue and improve customer loyalty and satisfaction.

What is Upselling?

Upselling is persuading customers to upgrade or purchase a higher-end version of a product or service they're already interested in. For example, if a consumer is considering buying a basic car model, an upsell would be to convince them to buy a car with more features or a higher trim level. Upselling is about providing options that add value to the customer and enhance their experience.

How Does Upselling Work?

Upselling works by showing customers what's possible beyond their initial choice. This can be done by providing related information, highlighting features, and sharing customer success stories. The key is knowing about your products or services to demonstrate the benefits of upgrading. Additionally, it's essential to respect the customer's budget and not force them into something they can't afford or don't require.

Why is upselling important?

Upselling is vital because it gives customers more options and helps them make informed decisions. It increases your business's average order value and revenue when done correctly. Additionally, upselling can improve customer satisfaction and loyalty because it implies that you care about their needs or wants and are willing to go the extra mile to provide value.

What is Cross-Selling?

Cross-selling recommends complementary products or services to a customer already interested in something else. For example, if a consumer is purchasing a laptop, a cross-sell would be to suggest a protective case or additional software. Cross-selling enhances the customer's experience by providing relevant and valuable products or services.

How does Cross-Selling Work?

Cross-selling works by understanding your customers and their needs. By examining their purchase history and behavior, you can identify what complementary products or services they might be interested in. For example, customers who frequently purchase organic food may also be interested in natural cleaning products. It's essential to make cross-selling recommendations that are relevant and beneficial to the customer.

Why is cross-selling important?

Cross-selling is crucial because it helps customers find products or services they may not have otherwise believed. It also enhances the average order value and revenue for your business. Additionally, cross-selling can improve customer satisfaction and loyalty because it shows that you understand their requirements or wants and are willing to provide solutions that meet them.

Upselling and cross-selling are potent tools that can help businesses increase revenue, improve the customer experience, and close more deals. By adopting a practical approach and implementing these tactics thoughtfully and strategically, you can take your sales approach to the next level and achieve tremendous success in your business.

Wrap Up

These proven sales techniques can help you close more deals and increase sales revenue. By understanding your customer's needs, building trust, and using effective communication, you can establish a solid and lasting relationship with them. Additionally, using social proof, addressing objections, and creating a sense of urgency can help you overcome your customers' hesitations. Lastly, always follow up and show appreciation for their business. With these techniques, you can become a successful salesperson and achieve your sales goals.