5 Proven Techniques to Close Deals and Increase Revenue

On paper, the whole lot seems easy and straightforward. You’re ready, your sales pitch well-prepared and polished to perfection. You’ve practiced the facts, figures, and unique selling points until you know them by heart. But something seems to be holding you back. Somehow, your closing strategy isn’t working in addition to it should.

What’s missing? What aspect of your sales strategy needs more attention? And where exactly are those sweet spots that may earn you an enthusiastic “Yes!” from prospects or investors? Here’s a handy guide to techniques that may show you how to master closing deals and increasing your revenue.

Sales strategies

1. Listen more, talk less

This could seem illogical in a sales situation where you have a need to promote your product or service, but the key technique is to really understand the customer’s needs.

Take the time to listen and acknowledge their pain points before you are trying to propose solutions. Remember, people want solutions to their unique problems. It will likely be hard to tailor your proposals if you know nothing about them.

According to ForbesTop performers achieve a talking-to-listening ratio of 43:57 and report higher conversion rates with this approach.

What are you able to do?

• Ask open-ended questions to encourage your prospect to talk.
• During conversations, follow the principle of energetic listening.
• Pay attention to their answers.
• Summarize what you heard to show understanding and build rapport.

Here’s a case study:

You’re a real estate agent looking to sell this gorgeous four-bedroom house right next to a local park. You have a potential buyer in mind and are keen to list all the great features, from the recently refurbished open-plan kitchen to the spacious garden that’s perfect for summer barbecues.

But your potential buyer interrupts you to talk about safety. They just had a baby and read somewhere that homes near parks may be hotbeds of crime, and he thinks a concrete tile roof is too high maintenance for his taste.

However, if you ignored these concerns and continued to push the issue of the park’s advantages, you’ll have lost the park at this stage.

Instead, you integrated your solutions with their concerns, e.g. the yard is fully fenced and a security system may be easily installed. You talked about benefits and disadvantages of a concrete tile roof and engaged him much more. Remember, let it’s about them, not the product.

2. Use your emotional intelligence

What motivates luxury automotive buyers to invest in high-end vehicles? Test driving a Lambo actually isn’t about practicality or mileage. But buying one makes you’re feeling more achieved, sophisticated, and different from the rest. The product evokes an emotional response.

According to Harvard professor Gerald Zaltman, 95% purchasing decisions are made subconsciously and driven by emotion. While this doesn’t mean neglecting logical aspects like price, features, or reliability, using emotional intelligence in sales can undoubtedly tip the scales in your favor.

What are you able to do?

• Propose something in a way that triggers invaluable emotions, corresponding to a sense of accomplishment, security, and status.
• Use The “Feel, Feel, I Found It” Technique empathize with someone’s fears.
• Present your product not only as something customers need, but also as something they emotionally desire.

Here’s a case study:

You’re an event planner organizing a large corporate event. You can talk about your efficiency, organized approach, and competitive pricing, which are all valid points. But what if you as an alternative began talking about the desired final result: unity among coworkers and improved worker well-being and morale? You’re not only selling a well-organized, planned event; you’re selling cohesion, productivity, and the potential for business growth.

3. Build real relationships

Billionaire Mark Cuban said that “sales are the cure for the whole lot” but without real relationships behind those deals… are those proverbs shortsighted? As close as signing deals gets us to revenue goals, maintaining strong relationships with existing customers helps sustain growth over time.

What are you able to do?

• Focus on helping, not selling, to establish yourself as a trusted advisor.
• Keep in touch and offer value, even if you are not closing a deal.
• Use Puppy Dog close. Let them “test drive” your solution so they will experience the advantages firsthand.

Here’s a case study:

Let’s say you own an eco-friendly rain barrel company and you’ve just installed a unit for a customer. You’ve closed the deal, sure, but the relationship with the customer shouldn’t end there.

Send them suggestions on how to care for their latest system, and even creative ideas for turning that corner of their garden into a rain garden using water from a rain barrel. Next spring, when neighbors is likely to be looking to invest in similar green solutions, who do you think she’ll recommend?

4. Provide social proof

How many times have you looked at reviews of products or services before making a purchase? What about cafes, bars or restaurants? Have you ever chosen a restaurant based on the number of individuals inside over its empty competitor across the street?

This is social proof in motion, and it will probably be a powerful tool. People often feel more comfortable buying from corporations that others vouch for.

What are you able to do?

• Mention the names of famous clients or brands you have helped.
• Present case studies that highlight your success stories.
• Share your opinions and reviews from satisfied customers from similar industries.

Here’s a case study:

You run a medical insurance startup and you’re pitching your services to potential customers who are likely comparing providers. Why should they trust you over a brand that’s been in business for many years? Offering references, data-driven results, and positive reviews from satisfied customers can sway their decision.

It’s not only about telling them how great your services are, but about proving it with real-life examples. Explain how your organization has improved people’s lives, improved their overall health, or saved them money in the long term by purchasing your insurance.

5. Use a strong call to motion (CTA)

Every interaction with prospects should bring them closer to making a decision. No matter how engaging or persuasive you’ve been up to this point, the lack of a compelling call to motion can leave prospects undecided about what to do next.

An effective call to motion ought to be an invitation or suggestion for potential customers to take immediate motion, corresponding to booking a product demonstration, signing up for a newsletter, or making a purchase or using a service.

What are you able to do?

• Formulate a call to motion in the context of solving a specific problem.
• Break big decisions down into smaller, actionable steps.
• Use implied closure. Phrase sentences as if the customer has already agreed (e.g., “When will we start implementing?”).

Here’s a case study:

You’re in the home security industry and have arranged a meeting with some homeowners who have just moved into your neighborhood. Understandably, they’re concerned about safety since they’re not familiar with the area yet.

After reassuring them that alarm systems can increase their safety, don’t just say, “Let me know when you make a decision.” This call to motion is passive. Instead, say something like, “Would Tuesday or Wednesday be a better time for us to do an initial assessment of your home?” This gives them a sense of urgency while also providing immediate options for motion.

The Art of Perseverance

Sometimes the road to closing is paved with “No’s.” Instead of getting discouraged, do not forget that every sales journey has its bumps. Perseverance can turn a “No” into a invaluable learning opportunity.

Adopting an optimistic attitude even in the face of rejection will keep you motivated and open to improving your sales strategy. It’s about resilience, adaptability, and the ability to handle rejection gracefully that basically seals the deal.