How to Close Your Biggest Deal Yet in 2018

February 6, 2018

Closing a Deal

Closing deals and moving up. That’s what being a top salesperson is all about. It’s hardly news to you, we’re sure, but we also know it’s much easier said than done. Sales takes patience, skill and a plan. You can’t do it all on your own, which is why even the most seasoned salespeople seek advice on how to close bigger sales.

A Simple, But Not Easy, Plan

As Tom Alaimo highlights for HubSpot, coming up with a plan may be simple, but it’s not easy. He shares five steps he learned from Gabe Larson, VP of InsideSales Labs, on how to close bigger deals.

Our takeaway? It’s not all about you.

While you want to control the outcome, it’s important to understand the other side’s business. Two of Larson’s key tips are “always be the expert in the room” and “control value perception.” How does that apply to the idea that it’s not all about you? That sounds like it’s all about you, right?

Well, couple those with two more tips: “have patience” and “lean on your entire team.” These show that you can’t just be a rogue go-getter and expect results. You need to build a relationship with potential customers so your deals come from a place of trust. The customer wants ROI, and they need to trust that you will provide it.

Deals will likely start small and grow as you learn what the other side wants and needs. You are the driving force behind your sales, but it takes collaboration with the customer and your internal team to see results.

So stay organized, stay active and be in control, but don’t be controlling.

The Faster You Close, the More You Close

Sales isn’t just about speed, but the faster and smoother your deals go, the sooner you’ll be able to move on to your next big deal.

One way to ensure efficient sales is to follow the advice of one of the best salespeople around, Warren Buffet. That’s what Tom Searcy does in his book “How to Close a Deal Like Warren Buffet—Lessons from the World’s Greatest Dealmaker.” He used his knowledge to create four tips for closing deals quickly.

And again, our takeaway is that it isn’t all about you.

In fact, Searcy’s first tip is that the other side is going to ask, “What’s in it for me?” To make sure you’re answering this question, you’ll want to provide a clear schedule and roadmap for how you’ll get results. This includes being prepared for potential problems by showcasing your knowledge of the risks.

You should also have a plan in place for when things don’t go according to plan. That doesn’t mean you can create solutions for problems you don’t know exist yet, but it does mean showing that you know how to react when unexpected problems do arise.

Mind the Metrics

All the advice in the world won’t matter if you aren’t tracking results. Every modern sales professional should be setting goals and tracking results, which you can easily do with Sales Navigator.

You may be wondering where metrics come in, given that much of our advice has been about relationship management. While it is important to track sales quotas and keep up with your goals, you also want to track your relationships. Maintaining your social channels and tracking your engagement will help you generate leads and maintain connections with the most promising prospects.

There is no magic formula to closing big deals, but if you put in the time and effort to build relationships and prove your value, you’ll be putting yourself in the best position for 2018.

Ready to land your biggest deal yet? Download our Definitive Guide to Selling to Multiple Decision-Makers.