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- How to implement a closing strategy
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Ever tried assembling furniture without the manual? Feels like a breeze—until you realize you’ve got six extra screws and the whole thing’s wobbling.
That’s what closing a deal without a clear strategy looks like. You think you’re nailing the conversation, but when it’s time to seal the deal, things fall apart. Awkward silences. Hesitations. The dreaded “Let me think about it.”
The problem? Closing feels like a high-stakes move when it should be just another step in the process. But there’s a way to make it seamless—one that doesn’t involve high-pressure tactics or guesswork.
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SALES
4-step roadmap for implementing a transparent closing strategy
Every stalled deal has one thing in common—lack of clarity. When closing feels like a high-stakes, pressure-filled moment, sales reps hesitate, and prospects pull back.
Here’s how to remove friction and make closing a natural part of the process:
1. Introduce your sales process
Towards the end of your first meeting with a potential client, take a moment to introduce them to the high-level sales process. This serves as a preview of the journey they're embarking on. Tell them what they can expect to see going forward, including what next steps will look like or any other elements you want to cover in this conversation.
Alternatively, let them know that you'll provide a recap of the process in the coming communication. This initial insight sets the stage for transparency and demonstrates your commitment to keeping them informed.
2. Provide visual aids for clarity
A visual aid, such as a flow chart, is a valuable tool in explaining each stage of the sales process — take it a step further by emphasizing the buyer's benefits at every step.
Highlight how each phase aligns with their needs and challenges, reinforcing the value they stand to gain. Let’s say you work for a tech startup that sells practice management software for small physician-led practices, and you’re meeting with the office manager.
The practice is having trouble managing scheduling and billing and it’s causing friction with their patients. You might want to offer a visual aid that demonstrates how your software improves scheduling and billing efficiencies, allowing the doctor to have more patient face time — improving overall patient satisfaction.
You could also use this aid to reference similar practices you’ve helped with the same issues. This approach makes the process relatable and engaging, enhancing their understanding of the journey ahead.
3. Schedule your closing meeting on your first call
Incorporate your closing meeting into the process from the outset. If possible, schedule this meeting during your initial call or interaction. It sets a clear timeline and signals the path toward a decision point.
If your sales process involves multiple meetings leading to the close —whether bi-weekly or weekly — consider scheduling those appointments too. This proactive approach maintains momentum and establishes expectations.
4. Embrace rejection as a path to success
Understanding that a swift “no” can be more beneficial than a prolonged indecision is crucial. By addressing potential roadblocks early and openly, you ensure that valuable time isn't wasted for either you or your prospect.
This mindset shift can make the fear of rejection more manageable and empower you to focus on leads with higher potential.
While a strong closing technique remains paramount in the sales process, the key lies in integrating it seamlessly and transparently.
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SOFTWARE
Top tools
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