10 Proven Sales Techniques to Close More Deals and Boost Revenue
Closing deals can be the toughest—and most rewarding—part of any sales role. For businesses, converting leads into loyal customers is the ultimate goal. But the final steps are also the most dreaded.
So, is there a way to make it easier? With a few proven techniques rooted in psychology and real-world success, you can close more confidently and grow your sales.
Are you ready to up your game? In this blog, find ten effective sales techniques to help you build trust, connect with clients, and close deals like a pro.
Before looking into the methods, let’s first explore why these techniques are essential to your success.
Why Effective Sales Techniques Matter for Business Success
Business success depends on sales; closing the sales depends on the salespeople. Their specific skill set must be paired with informed sales techniques for business success. Here’s why.
Establishing Trust
As a salesperson, you cannot just approach your clients and pitch your products to them. No matter how good your pitch is, the client will have decided before you finish. 73% of people[1] honour trust-building with their sales reps.
Establishing a connection with your client before you start pitching builds a rapport. They are bound to hear you out before making up their mind.
Building Loyalty
Sales strategies account for customer loyalty. They help build rapport with your potential client. Customers will stay loyal to your brand and even give referrals after you seal the deal.
Showing Product Knowledge
Sales techniques rely on how much you know about your product or service. An inability to answer client questions will dissolve their trust in you as a salesperson. Certain sales techniques like Analytics Close allow you to show your knowledge, which assures clients.
The 7-38-55 Rule
Albert Mehrabian[2] states that 7% of your communication during a pitch is spoken word, 38% is your tone, and 55% is your body language. You could be great at talking to your client, but interpreting their body language shows you understand their boundaries. Sales methods, like Empathy Close, teach you to read a person’s emotions.
Here are the strategies that will help you seal the deal.
10 Proven Sales Methods to Enhance Your Sales Closing Techniques
The first step in sales techniques and strategies is always keeping your client engaged. This is what comes next:
1. Assumptive Close
The assumptive technique uses positivity and confidence to close. Being confident puts others around you at ease. It is an attractive trait; people will follow the lead if you show confidence.
To master this technique, talk to your client like the deal is already done. For example, “When should I come to help you set the product up?” Assuming your client will invest in your product puts you in control of the deal.
2. Fear of Missing Out (FOMO) Close
This sales closing technique plays on the fear of missing out. The psychological phenomenon occurs when everyone around you does something you’re not. From a sales point of view, highlight the benefits of your product that people are missing out on.
Tell your customer how many people in the same industry have seen increased success with your product. Your client will want to know about its benefits, too.
FOMO is a powerful social tool; use it with caution. Genuinity will build trust, and FOMO will close the deal.
3. Visualisation Close
Visualisation tests your storytelling skills. This method ends with a “picture this” scenario. By painting a picture for your client with your product in their life, you highlight their pain points and show them how your product can solve their problems.
Help your clients imagine a future where their problems have dissolved because they invested in your product. Don’t be afraid to use analytics and comparisons.
4. Test Drive Close
One of the steps in buying a car is test-driving it. Similarly, allow your clients to try out your product so they can make an informed decision.
This method of closing is the perfect way to demonstrate your product and show your clients how they’ll benefit from buying it.
5. Doorknob Close
Think of this technique as if you’re leaving the room and, just before closing the door, you mention an intriguing detail that captures your client’s attention. As you wrap up your pitch, share an interesting fact that’s hard for them to ignore.
This technique can be somewhat risky, so choose your information wisely. It should add enough value to pique your client’s interest without overshadowing your main pitch.
6. Urgency Close
Creating urgency is a very popular strategy in sales and marketing. Showing your client that a product is in high demand and might not be available later will speed up their decision.
Offer them a limited or special discount valid for a short time. Use action words related to time, scarcity, and speed. For example, “hurry,” “now,” “today,” “limited,” “exclusive,” and “expires.”
7. False Discount
A false discount is not a fake discount. It means discounting a feature to show the full value of the product.
You offer a discount by removing a significant feature of the product. The product will be less effective without the feature. This way, the client will choose the original over the discounted.
8. Empathy Close
82% of sales professionals[3] say building strong relationships is the most important part of sales. You can build trust by asking your clients questions to empathise with their situation.
Empathy Close is most effective if you’re in a sensitive industry like insurance– it shows your clients you care about them, too, and not just the sale. The more you connect with the client, the more they trust your product.
9. Analytics Close
Analytics Close is a classic fact-based closing technique. If you’re dealing with a practical-thinking client, change your tactic from empathy to analytics. Talk facts with them; show your product’s benefits and advantages.
Use graphs and statistics to show how your product has impacted the industry. This closing works best for clients who want to see how investing in you will affect them.
10. Professional Opinion/Consultative Close
This sales technique relies on strong listening skills. While conversing with clients, understand what they struggle with the most. Then, offer them your honest advice as an expert. The client will likely listen intently for the sake of their success.
Be a consultant to your clients and advise them on how your product can help them. Close the deal by pointing out exactly how your product will benefit the client’s situation.
Measuring the Effectiveness of Your Sales Strategies
There are plenty of sales strategies out there. You need to understand which one works best for your business. This can be achieved by using KPI tools to measure your sales, such as:
- Individual Sales Quota
Track your sales team’s performance individually by setting a quota for closing the sales for the year.
- Customer Turnover Rates
Customer turnover or customer churn rate is when customers break relations with sellers. Measuring this will tell you about the success and opportunities of your sales techniques.
- Engagement Rates
Track your team’s customer engagement rates by analysing these questions: How many customers are paying attention to the pitch? Which sales technique grabs client attention best? Which salesperson is closing sales most?
- Sales Cycle
The sales cycle measures the time a professional takes with one client. Track, on average, how long it takes for your team to complete one sales cycle.
Closing Thoughts
Mastering sales techniques is about building trust, understanding client needs, and using the right methods. The 10 sales techniques above are chosen to help you close a pitch confidently. Remember, if one technique doesn’t work for you, move on to the next.
Experimenting is the key to success. Use these strategies to turn leads into loyal customers and fuel business growth.
Looking for more ways to elevate your sales game? At GrowthJockey, we offer tailored solutions to help businesses maximize their revenue potential. Let us help you close more deals and scale faster—contact GrowthJockey today!
Sales Technique FAQs
1. What are closing techniques in sales?
Closing techniques are sales methods you use to convert a client at the end of your pitch. Closing techniques have the power to change a customer’s mind drastically. The right technique will decide which direction you can sway your client in.
Techniques like assumption, empathy, urgency, and FOMO are psychologically related closing techniques. Other techniques can be practical and fact-based. To choose a good closing technique, evaluate your client’s mindset.
2. How do I close more sales deals?
To master closing sales deals, you need to experiment with sales-closing techniques. Gauge your client’s body language and conversation style. This will help you choose a good closing technique.
Keep your head high and experiment till you understand when to use what technique. Closing deals is about understanding your client’s needs and emotions. Use human connection to your advantage.
3. What is the best sales technique?
Sales techniques are subjective. There is no single best technique that fits all. Your clients are human, and all of them have different thinking processes.
Learn to gauge their approach towards sales pitches and switch up your closing accordingly.
If one technique doesn’t work on a client, it might be the best one for another. The best sales techniques and strategies depend on your understanding of the client.
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