Financial Data
Updated 26 Feb 2020

How to build a team of ‘Deal Closers’

Why build a team of deal closers? Strong deal closers tend to reduce the turnaround of a sales process. A faster sales process means faster profits. 

Roy Clark, 30 August 2016  Share  0 comments  Print

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A lengthy sales process means less income and more strain on the funding of your business. ‘Deal Closers’ know how to manage the sales process more effectively. They are professional sales people who know how to close a deal, but more importantly they know when to walk away from a deal. 

Time versus probability 

You, as the sales leader in your organisation, need to train your sales staff to focus on two factors; time and probability.

Imagine you played the Lotto and over every number there was a flashing neon sign that gave you the probability percentage of that number being picked to win. Some numbers flashed 20%, some 50%, and still others 80%. 

Where would you place your pencil mark? If you were smart, you would walk away from the 20% numbers and only play the 80% numbers. That is what deal closers do. They work the high probability deals, not the pie in the sky ones.

Related: 9 Top tips to accelerate you from entrepreneur to sales leader

So how do you determine this probability percentage? Below are ten questions your sales staff can ask in order to determine the probability of a deal closing:

Sales -deal -questions -to -ask

10 Questions Deal Closers should ask

  1. Am I dealing with the decision maker? This is the person who has the power to say yes and sign the contract.
  2. If I’m not dealing with the decision maker, how can I get to that person?
  3. Is this potential deal outside of a budgetary window, and has the purchase been signed off?
  4. Can I add value with my product or service, and will it solve problems?
  5. What are the deal breakers? If the deal breakers are factors that are out of your control, the probability of the deal closing are slim.
  6. Is the client willing to establish a relationship with me or are there walls up that I can’t break through? People buy from people and if you’re unable to establish a relationship with the decision maker, you’re unlikely to close the deal.
  7. Are there influencers on my side? (Influencers could be anyone who opened the door for you - don’t be scared to name drop)
  8. Is there a current level of dissatisfaction that I can exploit? This can be in terms of price, service or product quality.
  9. Am I being allowed access to the information or people that I need in order to develop a winning deal?
  10. If sold, is there a strong chance that the contract will not be approved by a more senior management team? 

Related: 5 Steps to grow sales

Using the answers to these ten questions, top performing sales professionals gauge the probability that a particular deal will close.

What sets these high-performing sales people apart from the rest is their steadfast discipline to walk away from anything that falls below their desired probability percentage, as they understand the value of time in a sales process.

Top performers know that the real secret to improving their closing percentage is the self-discipline to ask hard questions of, and about, each potential deal.  In doing so they work smarter and close more deals.

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About the author

Roy Clark

Roy Clark is a leading human capital creative thinker. MD of Clarkhouse Human Capital and with more than 12 years of financial services and human capital experience under his belt, Roy’s expert knowledge in the financial and banking human capital sectors has allowed him to not only rethink the role of human capital but to reinvent it too. “TO RISE BY LIFTING OTHERS – This is my calling and now the core purpose of ClarkHouse Human Capital. It is the ethos we use and the foundation of all we do. Lifting our clients through professional value added services and elevating skilled professional individuals to find their niche in this rapidly changing world.”

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