Closing Deals With Certainty – Sales Closing Techniques
- by Elay Cohen
- December 16, 2015
- Sales Skills
SalesHood - Sales Enablement Platform
Sales Closing Techniques: There are no silver bullets to increasing certainty around closing the year off with a big finish. It’s all about good old fashioned deal execution and deal hygiene. Sometimes, deals just aren’t quite ready to come out of the proverbial oven.
“We all know the “now or never” sales closing technique is not a strategy to close deals with certainty.”
We each have our own deal signals to better qualify deals as ready – compelling event, compelling reason to act now, value drivers, and a motivated economic buyer are a few I recommend. When these signals exist in a deal, it’s time to move into micro-management, sales execution mode. We’re in the zone to make this year great versus really good. What do we have to do to achieve greatness? Here is a list of proven sales-methodology agnostic and sales readiness truths that put focus and energy on closing deals with certainty:
Now, write down the limiting beliefs that are holding you back from having a blowout 2015. What behaviors need to change? What support is needed? Don’t be afraid to ask for help. We encourage you to take these principles and share them with your sales teams. Take them a step further and kick off the week with coaching huddles to help close your deals with certainty. The SalesHood team is here to help you finish 2015 with a bang. If you want to bring any of these best practices to life in your deals and with your teams request a trial and we’ll get you set up with a trial in no time.
Win as a team.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.
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