Summary close
Posted: Wed May 28, 2025 4:36 am
sales cycles can be long, especially for b2b selling. A prospect who’s juggling conversations with different vendors about different products might not remember all the great things your solution has to offer. In a summary sales close, you review the features of the product and how it will help meet their needs. It gives the prospect one more time to really envision what your product might accomplish for them before making a decision.
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how do you improve at closing?
Okay, so you know a lot of the proven techniques. How do you build on this foundation and get better at sales closing? Here are a few pointers to keep top of mind when you’re trying to reel in the deal.
know the customer
selling shouldn’t feel like selling. It should feel like helping, because america phone number list that’s ultimately what you’re doing. The consultative approach will always beat the transactional approach, especially in b2b selling. Use discovery calls and your own research to know the customer inside and out. What are their pain points? How does your solution address them? Are they an ideal fit for your solution? This personalized approach builds trust, and at the end of the day, successful selling is all about relationships.
know their objections
preparation is half the battle. Your prospect will naturally have objections about why this isn’t the right time for them to buy. A very common one is pricing. What’s the competitive advantage of your tool that offsets the cost? Be ready to go with solid answers to whatever pushback they might have. This makes you look more knowledgeable about the prospect and the product.
know the decision maker
are you talking to the right person? If not, how do you get to the right person? So much of sales closing requires getting the correct people in the room who have the power to call shots. You’ll want to suss this out earlier on in the sales process when you’re qualifying leads. Don’t spend too much time communicating the value of your tool to the marketing manager if the person holding the purse strings is the vice president of marketing.
Get articles selected just for you, in your inbox
sign up now
how do you improve at closing?
Okay, so you know a lot of the proven techniques. How do you build on this foundation and get better at sales closing? Here are a few pointers to keep top of mind when you’re trying to reel in the deal.
know the customer
selling shouldn’t feel like selling. It should feel like helping, because america phone number list that’s ultimately what you’re doing. The consultative approach will always beat the transactional approach, especially in b2b selling. Use discovery calls and your own research to know the customer inside and out. What are their pain points? How does your solution address them? Are they an ideal fit for your solution? This personalized approach builds trust, and at the end of the day, successful selling is all about relationships.
know their objections
preparation is half the battle. Your prospect will naturally have objections about why this isn’t the right time for them to buy. A very common one is pricing. What’s the competitive advantage of your tool that offsets the cost? Be ready to go with solid answers to whatever pushback they might have. This makes you look more knowledgeable about the prospect and the product.
know the decision maker
are you talking to the right person? If not, how do you get to the right person? So much of sales closing requires getting the correct people in the room who have the power to call shots. You’ll want to suss this out earlier on in the sales process when you’re qualifying leads. Don’t spend too much time communicating the value of your tool to the marketing manager if the person holding the purse strings is the vice president of marketing.