Closers

Hey War room!


So I'm being considered for a closing role and my firm after being in the SDR domain for a while now. I really want to be one the best closers this place has ever witnessed and was confused as to what resources/books/courses/gurus I should go through.


Can you please suggest something on this front for an absolute newbie to the AE world?



๐Ÿ“ˆ Closing
๐ŸฅŽ Training
๐Ÿ˜Ž Sales Skills
8
poweredbycaffeine
WR Lieutenant
6
โ˜•๏ธ
Do you use the mobile app to access the War Room?
The.Machine
Politicker
1
Sales Development Lead
Ouch! Yep
poweredbycaffeine
WR Lieutenant
2
โ˜•๏ธ
Not sure why that hurt you...but I am going to suggest you use the browser version and access the search bar. There are TONS of threads with great info on this very topic.
washedD1soccer
Politicker
3
Regional Sales Manager
Resources/guides etc. will only get you so far. They will give you head knowledge but not necessarily the ability to negotiate/close a difficult deal in a less than ideal situation. Nothing can replace experience.
My advice: try to get as many active deals started in the pipeline as fast as possible. Lay out your sales process and how you move each prospect through each stage. Take note of what works and what does not at every single stage in the funnel. Relentlessly refine and revise your process. Youโ€™ll be well on your way after 12-18 months of this.
I think it is easy to get bogged down in the noise of the โ€œsales influencersโ€ and โ€œgoldenโ€ sales advice when the reality is that you need to figure out your selling style and what works best for you.
UrAssIsSaaS
Arsonist
3
SaaS Eater
Go ask your best AE what they do then copy that
goose
Politicker
-2
Sales Executive
Don't do this.
braintank
Politicker
2
Enterprise Account Executive
Why not? I like this method
poweredbycaffeine
WR Lieutenant
1
โ˜•๏ธ
*Don't do this if your AE is not successful. Find the most successful one at your org and learn their process.
goose
Politicker
1
Sales Executive
Learned this lesson a while ago. ย Sometimes the best AE bribes the clients and takes them out for lap dances and blow. ย Then he tells you it's all about networking. ย My point is that sales is a very individualized game. ย Sort of like playing quarterback in the league. ย Hey, rookie, just ask Aaron Rodgers what he does and then copy that... ย 
Hoopnip
Politicker
0
Commercial AE
Miss those daysโ€ฆ
CuriousFox
WR Officer
0
๐ŸฆŠ
Ah yes, the good ole days...
hh456
Celebrated Contributor
3
sales
ask for the sale.

i dont know how this is the most overlooked part of the sale. you get all the info you need, you craft the package to get them to say yes, now ask them to say yes.

if i could give one piece of advice, it would be that. every conversation should end with a next step and when it's time to spear the fish, throw your spear. ask for the contract to be signed. not can i send you a contract but, 'sounds like youre ready to onboard, im going to send you the agreement we've worked together on for a few months, are you able to sign it and return it by friday?"

psychologically it gets real for the buyer. anything they are holding back comes out and you can get the deal across the line.

love you. good luck.
DungeonsNDemos
Big Shot
1
Rolling 20's all day
Read lots of posts here.ย 
Lots of great content, books, and other recommendations. Sales is a skill that you hone over time through experience, so while you want to come out and kill it you will probably need to grind.ย 
Most important: listen a lot more than you talk, follow documented success from your company (learn from experienced reps), never stop learning, and never stop prospecting.
sketchysales
Politicker
1
Sales Manager
Find another AE who likes you and tag along with them as much as they let you.ย  Then just do it.ย  You only learn by doing, theory takes you so far, practice is where it really happens.
SmashAndGrab
Fire Starter
1
AE
-Make use of what you do best- fill your own pipeline! This gives you lots of opportunities to take deals further than you have before, practise the difficult questions (why now, why change, budget, signer etc)
-Donโ€™t try and be a hero- use leadership, SEs, product to help you with deals.
-Most importantly, take the chances to make mistakes. In my experience, Itโ€™s only very lucky SDRs that move to AE and smash it straight away- it takes time to become an operator. Iโ€™ve seen it take 6 months, 12 months, even longer - Learn lots, remember to use the team around you and enjoy it! Youโ€™ll smash it
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