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Resources to improve closing?

I was inspired to make this post after commenting in another thread about the shortcomings of my sales abilities.


I'm a rookie in the SaaS world and my previous sales experience doesn't perfectly translate when it comes to closing deals in SaaS. The area I struggle with the most is being concise in my closing and executing at the right time. I know what I want to say, but it often comes out convoluted whereas my boss can say the same thing in one clear sentence.


Obviously a big factor is time and experience, but I want to hear how you seasoned savages learned and developed early on to become killers.


Any resources in particular that helped you develop closing skills?

πŸ“ˆ Closing
11
CoorsKing
WR Officer
+11
King of the Coors Knights
1) Read: β€œNever split the difference”
2) Go into it with the mentality that they want to close as much as you do, you just need to lead themΒ there
3) Practice practice practice.

I was in the same boat a few years ago, honestly just practice and learning how to identify the motivations of the person in the other side and how to pull them are what helped me the most.Β 

Another trick I learned is to make procurement your champion too. Before you just launch into combat/negotiations, take the time to educate them too. They have no idea why your tool is important to their business, all they know is they got assigned a ticket to haggle. Treat them as an ally and they can help move mountains internally. I get on first name/texting basis with ALL of the procurement teams I deal with.

Dont be afraid to ask your boss for feedback & coaching too. I found a great mentor who helped me a ton, and was able to help drop my average discount by 15% which enabled me to start making club consistently.Β 

When DMs go live we should grab a beer.Β 
OpalTiddyChurger
Arsonist
+9
Funbags Enthusiast
I have that on my reading list, just need to read the damn book. Yeah, I've started recording my practice demos to identify where I can improve and sharing that with my superiors to get their feedback.

How do you go about getting in tight with procurement?Β 

Was your mentor someone from your company?

Also, 100% yes to beers.Β 
CoorsKing
WR Officer
+11
King of the Coors Knights
So, when you first get intro’d to procurement, I don’t launch into price. I normal say something like β€œhi name, before we dig into price and terms, I’d love to take a step back and explain both our tool, but what exactly it is we will be doing for company.” I just approach the calls with procurement like any other call rather than viewing them as Darth Vader I need to fight. I always ask for their cell in the first meeting, and make it a point to call them some time in the next week: β€œHi name do you have 5 minutes? Had a question on xyz”

Mentor was the top performing rep at my old company, but I have a few others who are all VPs at other orgs I talk to every now and then.
Show 2 more replies
EdTechSales
Politicker
+4
Director of Sales
GOOD ONE!Β 
cw95
Politicker
+6
Pricing Executive
Never split the difference is a great read. Highly reco!
cw95
Politicker
+6
Pricing Executive
And obvs what you've said is sound. Everything I'd say. Have you heard of Geoffrey A more - crossing the chasm?
UserNotFound
Politicker
+9
Mid Market Manager
I forced myself to eliminate filler words from my vocabulary. Umm, Uh, Like, etc. Doing that forces you to restructure your sentences in an impactful way.Β 

Also, some people are better story tellers than others. I'm not one of those but my boss is, so in situations where I'm unable to close on logic I bring him in to support me and drive the "why" with a story. You don't have to be a jack-of-all-trades; find where your talent lies and use others to fill in the gaps.Β 
OpalTiddyChurger
Arsonist
+9
Funbags Enthusiast
That's solid, because I think I'm always trying to do too much or wanting to be good at everything and realizing its okay to not be perfect at everything is a big eye opener. Thank you!
Mooney
Politicker
+12
Director of Sales
Do other reps at your company record their covos with customers? Might be good to see how the top reps in your world are doing it.Β 

Closing a deal is all about reframing what you heard the customer's needs, pain points, decision criteria and timeline are. At the end of the day, you go back to the prospect and say from the beginning you have been telling me this is the problem you are trying to solve, this is was your decision criteria and your timeline was x. Based on everything we have done over x amount of time, is it fair to say we have hit these areas and if so how do we move forward and kick this partnership off by x date?Β 

Lean on your champion as much as possible and have them guide you to the finish line.
OpalTiddyChurger
Arsonist
+9
Funbags Enthusiast
They do not, but I can easily sit in and listen. That's how I learned to demo in the first place so good idea, go back to my roots in a sense.Β 

That is spot on what I'm missing, I don't rephrase their problems at the end. I do a great job of demoing but yeah I totally need to tie it all together at the end. Muchas gracias.Β 
softwaresails
Politicker
+4
Sales Manager
Role play! This is very underutilized and overlooked. Most don’t like doing it because they feel awkward. But repetition is the key.Β 
User1234567
Politicker
+5
User1234567
Confidence all the wayΒ 
User1234567
Politicker
+5
User1234567
just always go for itΒ 
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