43 tips on closing business

43 different ways to close business???

HA, made you look! There’s no magic wand that will help you close business.

But… if you work this formula, you will see a difference in your close rate:

Closing = value presentation + objection handling + qualify x constantly.

Value prop mastery is not that hard, but it’s important. To lift your close rate, you’ll need to put a lot of effort into improving the other two core skills from the framework:

1. Objection handling. Proactively surface objections EARLY and throughout the funnel.

2. Qualifying. …everything! Probe against everything the buyer says.

Today, create qualifying and objection-surfacing questions you’ll ask in your pitch meetings. (You’re more likely to ask the questions if you first script them.)

Here’s your first qualifying question that’ll help your close rate: "You’ve said ‘we’re looking good’….how good are we looking?"

As for surfacing objections, how about, "How big are the obstacles that may prevent us from doing a deal?"

Improving your close rate means operating in a more direct, flat line!

You’ve seen the "Always Be Closing" scene from Glengarry Glen Ross many times. It’s entertaining, and a bit real, too. (Find it on YT if you need another dose.)

For a change of pace, check out a parody of the skit featuring none other than Alec Baldwin as he offers a variation on the "ABCs" of sales in this SNL clip. (Even though we’re half a year from the holidays, this one is fun!)