Episode 5: The Sales Process: The Close

In today’s episode, Ben talks us through how salespeople often struggle with closing deals, due to a fear of hearing no. To address this, he provides eight practical tips and techniques to help managing sales teams close the deal and their success rate. These techniques range from having a clear closing process, having a pre-defined closing technique, leveraging skills across the business, the role of negotiation, workshopping deals, knowing the customer’s decision makers, making moving forward easy for customers, and asking more about the business.

This episode also covers four different types of closing techniques used in sales: the question close, the summary close, the soft close, and the limited-time offer.

0:00:00 Intro

0:03:15 Homerun: The Close

0:03:47 Recap of Previous Episode

0:04:14 Practical Tips for Sales Team to Close

0:04:29 Step 1: Sales Teams Should Have A Clear Process

0:05:08 Step 2: Closing Techniques

0:05:55 Closing Technique 1: Question Closing

0:07:35 Closing Technique 2: Summary Close

0:08:47 Closing Technique 3: Soft Close

0:05:55 Closing Technique 4: Limited Time Offer

0:13:35 Step 3: Leverage Skills Across the Business

0:14:44 Step 4: Don’t Underestimate the Role of Negotiation

0:16:44 Step 5: Work Shop Deals

0:017:50 Step 6: Know the Decision Makers

0:018:31 Step 7: Make Moving Forward Easy for Customers

0:019:10 Step 8: Ask for the Business

0:20:12 Recap

0:19:09 "8 Steps to Successful Closing for Business Development Managers"

0:22:13 Health and Fitness Tip

0:23:15 Outro

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I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.