5 Tips to Master Sales Closing Like a Pro

Closing Techniques: One Is Never Enough - SalesFuel Sales closing is an art. A hard and elusive art. Yet an art that when done right brings so much joy. Well-trained salespeople have mastered the art of sales closing. But it certainly doesn’t happen overnight. Sales closing is a time-honoured skill, that with time, only gets better.
Sales closing is getting a prospect to agree to a deal and sign a contract. It is how salespeople achieve KPIs. Ultimately, it is how businesses grow revenue. Put simply, sales closing is the culmination of all your efforts. You put in the time and made a strong case for your customer. That is, why your product or service is the solution that will solve all their pain points. But getting to that elusive closing stage certainly takes plenty of patience and persistence. Clients will often say no more than once before they get to a yes. However, the problem is, that many salespeople give up before they reach that final yes. That is, that yes that is just around the corner of Give Up Street. 19 Sales Closing Techniques for Reps (with Examples) Now it is worth noting that sales closing isn’t the only stage of the pipeline that matters, but it is absolute. That means, you either close or you don’t. The make-or-break nature of sales closing can make it one of the most stressful aspects of selling. However, it does not have to be. To help, here are 5 Tips to Master Sales Closing Like a Pro.  

1. ACT ON BUYING INTENTThe Essential Guide to Successful Intent-Based Marketing

Learn how to recognise when you’ve successfully gotten your client into the buyer mindset. That is so you know when it’s appropriate to ask for the sale. Being able to spot this buying intent during the sales process is hard. But when you learn how to identify it, you can ask at the right time and you’ll see positive results. The buying intent could be an easy one to spot. That is it could come in the form of a straightforward expression of a desire to buy. Like “this is what we’ve been looking for! When can we get this delivered ASAP?” Or it could be a lot trickier than that. That is, more subtle and requires nudges to get over the line. Like a client taking an interest in a specific offering and asking detailed questions about it but not committing. Either way, being able to recognise your customer’s buying intent signals the beginning of the sales closing process.  


What is driving the disconnect between sales and marketing? Put everything out on the table. Clearly. That includes your expectations, payment terms, delivery details, timelines, and so forth. Most deals fall through when each party thinks they’re getting something a little different than first agreed to. So, make sure your proposal is clear and mutually agreed upon.  

3. MOVE FAST9 Proven Ways to Beat The Competition in Business and Create a Winning Competitive Advantage | The Kickass Entrepreneur

When you get the green light, don’t stall. Otherwise, the moment will go cold. Strike while the iron is hot. Know exactly the core steps in your sales process. Hasten to get all the administrative logistics authorised. All the while, walking your buyer through each of the steps. No matter what you do, it is crucial not to waste a lot of time creating your proposal document. All too often we hear from sales Managers who say their sales team hear the words they want to hear to win the deal but then take way too long to put it on paper. And very often they end up losing it to a speedier competitor. Sound familiar?  

4. UNDERPROMISE AND OVERDELIVERراهکار های موفقیت در آزمون آیلتس over-delivery - EnglishCapsule

Even with the best intentions of creating a fantastic customer experience, sometimes businesses and their people commit to unrealistic deadlines. This, in turn, can cause them to let customers down. So instead of overpromising and underdelivering, why not build the opposite into your business practices?  Build customer delight and loyalty by underpromising and overdelivering. Can you create added value around the product, service, or action that you deliver?  

5. ASK FOR NEXT STEPSHow to map your sales process steps | Pipedrive

The best way to master sales closing like a pro is to define and agree on a clear “Next Steps” strategy. Your Next Steps strategy needs to be relevant to the sale. Such as scheduling another call to talk about quotes, visiting the prospect in person, or providing supporting documents and case studies. The point is that you need to discuss and agree on something before you end that meeting. This ensures a mutual commitment from both parties, as well as locking in another meeting. THE PESSIMIST SAYS ½ Empty THE OPTIMIST SAYS ½ Full THE SALESPERSON SAYS “Let’s talk about the benefits of ice”

Book your Sales Team on their Value Sales Training Workshop. Gather the team and we will take care of the rest.

Call us at KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.


6 Good and Bad Assumptions Salespeople Make

Assume or not assume with arrows.

Too often people make the assumption that in Sales, assumptions are bad. That is a bad assumption. A poor Sales assumption at that.

Assumptions are great. We need to make assumptions. Assumptions assist us in setting a direction, they give us something to aim for or a place to go. But indeed, for every action there is an equal and opposite reaction. That is, we must remember, there are two types of assumptions in Sales. Positive and False.

Identifying tracking and validating assumptions in sales.

An assumption is something we take for granted, and when this turns out to be false, we call it a false assumption. There are numerous false assumptions people in sales might make. For example, a salesperson might falsely assume that a client’s problems are easy to fix. Not to the client they are not!

So, with both positive and false Sales assumptions in mind, here we have gathered for you a list of 6 GOOD AND BAD ASSUMPTIONS SALESPEOPLE MAKE, and how to turn those assumptions into result driven activity with serious ROI!

What are you waiting for click here to get started leaders fear arrow.
Make sales happen workshop image KONA group training activity equals results.

Positive Assumptions in Sales


 When a client asks the question, “Is that your best price?” why do we reply, “Let me see if I can do better”? In KONA’s The Art of Correct Negotiation Training Workshops, we do an exercise where 80 percent of the participants caved when asked that question. You need to go to the negotiating table with the assumption that you are presenting your lowest price. But then again, why are you selling on price? Why aren’t you selling solutions? Make things happen!

Toy Story characters meme about best price and do it yourself kit for assumptions blog.


Eternal optimists are indeed wonderful to be around.

Everyday has something good in it! Why would you get out of bed if you did not believe this assumption?

“If I sell hard this month, it will grow my sales three months from now”. True. There is very little you can do to affect your sales this month. It is what it is. But what about the next few months?

You should be working on your sales three to six months in advance. String together three months’ worth of hard prospecting and combine it with the above “This is going to be a great day” assumption and you will have something to look forward to. That is, Sales! Make things happen!

THE PESSIMIST SAYS ½ Empty THE OPTIMIST SAYS ½ Full THE SALESPERSON SAYS “Let’s talk about the benefits of ice”


The sooner you acknowledge that, the smarter you already are. You can always, always, learn something new and improve your sales efficiency. No matter how well you are handling your time management, there is always time to grow your knowledge. There is always fat on that bone. However, this assumption is a curse every bit as much as it is a blessing.

"I am always doing that which I cannot do in order that I may learn how to do it. Pablo Picasso #Learn #Quote.

Just because you could work harder does not mean you should. As much as it is important to “not just sit there, do something!” it is also important to “not just do something, sit there!”. Everyone gets the same number of hours in a week. If you are being outsold by a competitor or even by someone in your office, a part of the reason why comes from the fact that the other salesperson is more efficient with their Sales time or is trying something new that they learnt. Go and make new things happen!

False Assumptions in Sales


Wrong. If they were not, they would have already changed. Your job is to help them see why it is worth doing things differently. Focus only on what is relevant, actionable, and valuable to your prospect.

Help them envision how your solution will get them to their goals with greater ease. Leverage what you already know about your customers to ask better questions, deepen conversations, and establish credibility. Build that Effective Communication!

Through Effective Communication, that is Quality Questioning and Active Listening, you can demonstrate familiarity with your prospects’ business, processes, industry, issues and challenges to set yourself apart from the competition. Experiment with creative ways to get your customers saying, “Hmmm, that’s interesting. I’d like to learn more.” Make things happen!

What are you waiting for click here to get started leaders fear arrow.
Make sales happen workshop image KONA group training activity equals results.


Here is an eye opener – voice mails actually hold a lot of value. For many, voice mail is considered a black hole of selling and a waste of time. But you in fact can gain a lot by leaving a professional message. Instead of thinking that your words are falling into the abyss, why not make the assumption that you are auditioning for the job? Every word, every inflection, every nuance is being scrutinised. Now, instead of leaving a bland voice mail message or worse, just hanging up, you see voice mail as a chance to demonstrate your selling skills as well as your persistency. Better preparation yields not only a better sales call, it also results in a better voice mail. Make things happen!

Voicemails lead to call back statistics.


HOPE IS NOT A SALES STRATEGY! Nor is it a business strategy. Or a success story strategy. It is not a strategy for anything that requires a result. There is only one strategy for Sales, business, success, results – and that is ACTIVITY. Activity drives results. That is it. It is that simple.

The cost of follow up calls graph.

The more active you are the bigger and stronger your pipeline. The FOUR specific activities you need to look at immediately for your pipeline growth:

  1. A clearly defined Sales Process
  2. Spending at least three hours per month on Pipeline Management
  3. Training Sales Managers on Pipeline Management
  4. Implementing Power Hourmake sales happen workshop image kona group training activity equals results

So, pick your correct assumption and make it work. The old adage says when you assume, you make an “ass” out of “u” and “me.” – that is crap. That only happens if you do not validate the assumption before you act on it. If you validate it, there are no asses, rather there is just two people (you and your customer) on the same page ready to make things happen.

Now go make things happen – start by getting your team ahead of the competition and put them on KONA’s MAKE SALES HAPPEN Workshop. Onsite or Online. Contact KONA today on 1300 611 288 for a confidential conversation or email info@kona.com.au.