4 Tips to Close More Deals in 2023

In theory, closing a deal seems easy. You present a well-rehearsed pitch, answer the prospect’s questions, and ask for the sale.

But in practice, the situation is different.

Having an impressive solution and picture-perfect pitch is not enough to close deals with your prospects.

If you want to close more deals this year, you need to adopt the right sales and marketing techniques.

You’ll need to be customer-focused and present solutions, not products or services.

The prospect has to feel you genuinely care about their problems. And you have to give them a gentle push to make them sign the contract or make the purchase.

Let’s see how you can go about it.

How to Close More Deals: 4 Tips

Here are four tips that’ll help you handle the demands of your prospects with grace, turn their doubts into confidence, and close deals even with customers who seem impossible to convince.

1. Show Up Prepared

You only get one chance to impress your prospect. Mess it up and your chance of closing the deal will plummet.

And that’s why you’ll need to approach them from a solutions-oriented angle by learning about their intent in the first place. Show them how the product or service can impact their daily lives or business. This must also reflect in the content you put out for your SEO.

This means having a deep understanding of the prospect’s needs. Know exactly which of your services or products is best suited for them. 

You can get your prospects from the best tools used for lead generation, like all the interactions they’ve had with your business and products or services they’ve shown interest in.

It’ll prevent you from pitching the wrong product or service and losing their interest.

Another area to prepare for is the objections you’ll face from the prospect.

They’re likely to ask difficult questions about the features, have objections about the pricing, or have hesitations about getting locked in a contract.

Anticipate these objections and prepare solid and concise answers beforehand. If you sound unsure when addressing them or give unclear answers, your chances of closing the deal will greatly reduce.

2. Be Confident When Asking for the Sale

Once you convince the prospect about the value of your product or service, answer all their questions, and clear their doubts, ask for the sale. It’s the climax of the pitch.

If you perfect the art of asking for a sale, you’ll close more deals with ease.

The aim here is to make a powerful statement that reiterates the solution you’re selling, not the product or service.

Sound knowledgeable and confident, without being arrogant.

There are several closing techniques you can use when asking for a sale, for instance:

• The assumptive close: This is where you operate under the assumption that the prospect is ready to buy from you and the deal is closed. Instead of asking if they’re ready to buy, ask how many they would like to buy or when they would want the service to start. For this technique to work, you have to closely monitor the prospect’s engagement and interest throughout your interaction to ensure it’s positive.

• The puppy dog close: In this case, you offer the prospect a test drive, with no strings attached. It can be a free trial or sample. The idea is to make the prospect fall in love with your solution so that they’ll want more of it.

• The now or never close: This technique will encourage prospects who are hesitant to commit. Offer them a discount, gift, attractive quote, or any special benefit that they can only get if they sign up immediately. This technique creates a sense of urgency and helps you close more deals. For instance, if you’re selling video editing services, you can drop the video editing cost to make the deal more attractive.

• The question close: This is where you begin closing the sale from the start of the negotiation. Ask questions to eliminate any objections they have and make them see the product or service as a perfect fit for them. You can even close the sale by asking a question like “does what I’m offering feel like a good solution for your business?” or “what’s holding you back from signing the contract today?”

It’s also important to provide social proof.

Social proof is any content that shows the prospect that other people like them have bought the product or service and are satisfied.

It gives the prospect the confidence to buy. It’s the reason adding Google reviews to a website is one of the recommended ways for businesses to boost conversions.

Keep in mind that getting a ‘no’ is a large possibility. But don’t give up yet. You can ask the prospect what you need to do to make them ready to buy. Here are some questions you can ask:

• What steps can we take to get you to be comfortable to say yes to this deal?
• Are there any specific obstacles that are keeping you from accepting this deal?
• Where is our solution falling short of meeting your expectations?
• If I could throw in an incentive, would it change your mind?
• If we could find a way to get obstacle X out of the way, would we close this deal?

It shows the prospect that you’re willing to work with them to make your solution more suited to their needs. This gets us to the next tip on closing more deals.

3. Be Persistent

You may have presented a well-polished pitch to your client and left with the confidence that they’ll get back to you and buy your product or service.

But your work is hardly over. You need to stay in touch with the client and encourage them to act.

We’re in a world of hyper-competition, your competitor could jump in and change their mind. Or the prospect could get busy and forget about your conversation. They could still have doubts about your business or ecommerce store that keeps them from taking action.

That’s why following up is one of the tips that’ll help you close more deals. Here are a few ways following up will benefit you:  

• Staying in touch as the prospect considers your deal builds their trust in your ability to meet their needs. It makes them comfortable to spend money on your solution
• It creates extra touchpoints where the prospect can seek any clarification they need and you can address any uncertainties
• It’s a chance to understand their expectations better. It lays the groundwork for a long-term relationship

Unfortunately, most people lose good deals for fear of appearing too pushy and aggressive or getting rejected.

Here are some tips you can use to follow up effectively and close more deals.

• Space your follow-ups correctly. If they’re too close, you risk annoying them. If they’re too far apart, you could lose momentum. Use tools like TIMIFY to schedule your follow ups to ensure you never forget.
• Use a variety of methods. If you send two to three emails with no response, try calling. Or if you call and they are too busy to pick up, an email will ensure they get your message. You can also try a professional platform like LinkedIn by leveraging LinkedIn automation tools. They can help you reach out to your prospects regularly.
• Provide value in each follow-up to avoid sounding too salesy or aggressive. You can provide a link to a relevant article, white paper, case study, or offer. Show them how they can reduce their expenses with your services or products.
• Always end with a catchy call to action.
• Keep it short.
  
  

4. Be Real

Know that most prospects can detect authenticity.

They can sense if you genuinely care about solving their pain points or if you’re just trying to close more deals.

You need to show that you are interested in their problems and have their best interests at heart. And portray that you truly believe in what you’re selling.

Your authenticity will show in how you communicate. Instead of trying to trick the prospect into trusting you, work on how you can communicate your message in a way that makes it easy for them to receive and accept your message.

You don’t want to force your pitch down your prospect’s throat, aim to inspire them to make a buying decision that feels right for them. 

This is not just one of the tips you can use to close more deals, but a technique that will help you build strong client relationships.

Bonus Tip to Close More Deals: Reach Out to the Right Prospects

You may apply all these effective tips to close more deals, but if you’re targeting the wrong prospects, your efforts may be fruitless.

Focus your efforts on qualified leads. It’ll give you higher close rates.

How do you know if a lead is qualified or not?

Start by ensuring their business pain is something you can help them solve. If not, the deal is not worth pursuing.

If it’s a business, find out their decision-making process. Ensure the person you’re reaching out to makes the final call.

The method you use to find your prospects will also determine their quality.

Customer referrals, for instance, tend to produce high-quality leads.

According to a survey by HubSpot, 66.5% of sales professionals who use referrals as one of the methods of generating leads say it’s the channel that provides them with the highest quality leads.

Close More Deals This Year

From the moment you introduce yourself, any statement you make could boost or reduce your chances of closing deals.

You need to do proper research about your prospect, their needs, and pain points and show up prepared.

Show genuine interest in helping them solve their problem and confidence in the solutions you’re providing.

And don’t only make one try, persistence is likely to get you more closed deals.