E5: How Top Trade Sales Leaders Improve Sales Growth by Mastering the Close: Sales, Leadership, Trade

In today’s episode, Ben talks us through how salespeople often struggle with closing deals, due to a fear of hearing no. To address this, he provides eight practical tips and techniques to help managing sales teams close the deal and their success rate. These techniques range from having a clear closing process, having a pre-defined closing technique, leveraging skills across the business, the role of negotiation, workshopping deals, knowing the customer’s decision makers, making moving forward easy for customers, and asking more about the business.This episode also covers four different types of closing techniques used in sales: the question close, the summary close, the soft close, and the limited-time offer.0:00:00 Intro0:03:15 Homerun: The Close0:03:47 Recap of Previous Episode0:04:14 Practical Tips for Sales Team to Close0:04:29 Step 1: Sales Teams Should Have A Clear Process0:05:08 Step 2: Closing Techniques0:05:55 Closing Technique 1: Question Closing0:07:35 Closing Technique 2: Summary Close0:08:47 Closing Technique 3: Soft Close0:05:55 Closing Technique 4: Limited Time Offer0:13:35 Step 3: Leverage Skills Across the Business0:14:44 Step 4: Don’t Underestimate the Role of Negotiation0:16:44 Step 5: Work Shop Deals0:017:50 Step 6: Know the Decision Makers0:018:31 Step 7: Make Moving Forward Easy for Customers0:019:10 Step 8: Ask for the Business0:20:12 Recap0:19:09 "8 Steps to Successful Closing for Business Development Managers"0:22:13 Health and Fitness Tip0:23:15 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.