Sales closers are an essential part of any business. They are the people who help us seal the deal and make the sale. They know how to overcome objections and get buyers to sign on the dotted line.
Closers are essential to any team, and their skills should not be underestimated. They can make or break a deal, so it is important to use their services whenever possible.
Sales closers have habits that set them apart from other salespeople. They are relentless in their pursuit of the close and always put the customer first. Here are eight key habits of all high-performance closers:
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1. Preparation
Sales closers are always prepared. Know your product inside and out and have a solid understanding of your target market. Set aside time in your diary to prepare for each sales call. This may include researching the prospect, developing talking points, and rehearsing the pitch. Prioritize your clients and targets in order of urgency or likelihood to close, and approach them in that order.
2. Qualify
Sales professionals need to be picky about which opportunities to spend time on. Not all opportunities are created equal, and sales closers must qualify each opportunity as a habit. Spending time on low-quality opportunities can lead to frustration and a loss of focus.
Spend time getting to know the prospect and their needs. Make sure the prospect requires your product or service and is ready to buy. Don’t waste your time chasing after prospects who aren’t interested in what you have to offer.
3. Never Forget
Sales closers never forget to follow up on their conversations. Always register your conversations and set a reminder to follow up promptly. If you’re speaking to the client via an audio or video call, you can record the conversation to listen to it lateras you prepare your follow-up strategy. This is one of the habits that will help you close more sales.
When you’re in the middle of a conversation with a potential client, it’s easy to forget to follow up. An excellent way to keep track of important dates and points is to jot down whatever the client says during the conversation. This includes any dates or counter offers they make as they talk. This way, you can always look back and track your conversation, making it easy to pick up where you left off during the follow-up.
Whether you use a CRM system or simply keep a list of leads in your head, make sure you take action immediately after each conversation.
4. Honor Your Commitments
When you make a commitment, it’s important to remember that it becomes a part of your reputation. Salespeople need to be especially careful with their promises because a broken promise can mean the loss of a sale.
One way to ensure you always keep your commitment is to check with yourself before making them. Ask yourself if you truly follow through on what you’re committing to. If you’re not sure, then don’t commit.
Once you’ve made a promise, do everything you can to keep it. This means being organized and keeping track of what you have promised so that you can follow through on time.
Sales closers are always looking for ways to expand their network. One of the best habits to get into is always asking for a new contact. This could be someone you meet at an event, through a referral, or even online. The more people you know, the more opportunities you’ll have to close a sale.
When meeting someone new, take the time to learn about them and see if there’s any way you can help them out. If they seem interested in what you do, ask for their contact information so you can stay in touch. It’s also a good idea to connect with them on social media so you can continue the conversation.
5. Expand Your Network
Sales closers are always looking for ways to expand their network. One of the best habits to get into is always asking for a new contact. This could be someone you meet at an event, through a referral, or even online. The more people you know, the more opportunities you’ll have to close a sale.
When meeting someone new, take the time to learn about them and see if there’s any way you can help them out. If they seem interested in what you do, ask for their contact information so you can stay in touch. It’s also a good idea to connect with them on social media so you can continue the conversation.
6. Know Your Product
Sales closers are always looking for new techniques to improve their sales game, but one aspect often overlooked is the need to stay up-to-date on the product they are selling.
It’s important to be a product expert to be able to answer any questions a customer may have, as well as close a sale. Knowing your product also helps you spot sales opportunities and understand your customer’s needs.
The best way to stay up-to-date on your product is to make it a habit. This means investing time in updating your knowledge and regularly testing your skills.
7. Listen, Listen, Listen
Salespeople are often taught to ask many questions to qualify their leads, but what about the importance of listening? To close a sale, you must listen attentively and understand your customer’s needs. Asking questions is essential, but if you’re not actively listening to the answers, you will miss out on key information that could help you close the deal.
Good salespeople know how to ask the right questions and listen for answers. They pay attention to every word their customer says and note any hesitation or uncertainty.
To improve your questioning and listening skills, you need to practice regularly. Try attending workshops or seminars on questioning and listening techniques.
8. Enthusiasm Sells
Sales professionals know that enthusiasm is a key ingredient to success. Enthusiasm not only sells products but also energizes and inspires others. The ability to remain positive and enthusiastic under pressure is a hallmark of high-performance sales closers.
To stay enthusiastic, you need to get enough sleep and look on the bright side of life. Some things that work well include exercise, visualization, and listening to music. You should also take time to energize yourself before each sales call.
Being a good closer is all about attitude and energy. If you can maintain your enthusiasm, you’ll be more likely to succeed in closing more deals.
Conclusion
Are you a high-performance closer? To be a high-performance closer, start by developing the habits discussed above. Be passionate about your work, focus on the customer’s needs, be persistent, and always strive to improve your skills through regular practice. These habits will help you build trust with customers and close sales.
