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    100+ Sales Closing Techniques Sales and Selling

    December 05, 2017

    100+ Sales Closing Techniques Sales and Selling

    100+ Sales Closing Techniques

    Posted: 04 Dec 2017 04:12 PM PST

    Sticking with my previous format of a 100+ tips, I submit to the community a 100+ closing techniques!

    Over the last 20 years i have dedicated a portion of each week to continuing my sales education. I did not create any of these tactics. These were cultivated through readings, mentor ships, conferences and/or online.

    I could not find a comprehensive list that really went over 25 plus so i decided to create my own. Hope you enjoy this and please feel free to submit your own in the comments so that i may add it to the continuing education.

    1. Adjournment close: When you can tell your prospect isn't ready to make a decision, give them more time to think rather than pushing for the close.

    2. Affordable close: The affordable close takes a bit of info digging, like finding out what their budget is, and finding what they can afford, thereby increasing the chances of a deal. You can also use this to re frame lifetime costs if the cost higher than they had anticipated.

    3. Alternative choice close: Salesperson presents the prospect with two choices, both of which end in a sale. "Would you prefer that in red or blue? The trick is again that both assume that the purchase decision has already been made.

    4. Any Reason Why we can't Proceed close: It does two things. First, it solicits any objection that might be lurking in the background. Get rid of the objection and you get the sale. Secondly, it moves the client into the 'closing mode.' If you've presented well, this question is almost rhetorical because it implies that saying 'yes' is the only logical choice.

    5. Apology close: Salesperson apologizes for not yet closing the sale. "I owe you an apology. I must have left out important information, or in some way left you room for doubt. We both know this product suits your needs perfectly, and so the fault here must be with me.

    6. Approach close: The purpose of the approach close is to get the prospect to make a commitment to giving you a decision at the end of the presentation rather than him saying afterwards, "I have to think it over.

    7. Artisan close: Highlight how much work, skill, thought, and/or time has been invested into the product you're selling.

    8. Ask the Manager close: It starts by you telling your customer that you only have the authority to discount a certain amount. Any more than that you have to ask the manager.

    9. Assumptive close: The salesperson intentionally assumes that the prospect has already agreed to buy, and wraps up the sale. "Just pass me your credit card and I'll get the paperwork ready.

    10. Assumptive statement-and-question close: Make an assumptive question and close the sale by asking an assumptive question: "I'll use your home address for billing purposes. Is the morning the best time of day to have it delivered to your home?

    11. Backwards close: Most every sales professional was taught that sales cycles follow a pre-determined number of steps. Instead start by asking for referrals. The customer is put at ease when they realize that you are not trying to sell them something.

    12. Ben Franklin close: The salesperson and the prospect build together a pros-and-cons list of whether to buy the product, with the salesperson trying to ensure the pros list is longer than the cons.

    13. Best Time Close: Emphasize the importance of buying right now. In other words, appeal to your prospect's sense of urgency.

    14. Bonus close: Mr. Customer, I know how much you like the car. To sweeten the deal for you, if you buy it today, I'll include the (whatever it is they wanted) for you at no additional cost."

    15. Bracket close: The bracket close is a close where you give you customer options, with one of them being your target option, and building the other two either just out of their budget or stripped down that they won't consider it.

    16. By Mistake close: Requires the planting of the falsified seed of assumption in the client's mind. To implement it, you should simulate a small error in the information that you are giving, or that the client has given you, as you can see in the following example: "Very well, I see you've indicated here that you require the furniture by the 21st, right?" "No, it would be after the 21st, that's when they hand me the new keys. "If the customer corrects you, you are tacitly assuming the deal has already been closed.

    17. Calendar close: Instead of going for the ultimate close, which your prospect often isn't ready for, request a future meeting. This keeps the momentum going.

    18. Change Places close: You say, "Mr. Prospect, would you change places with me just for a second?" "Please put yourself in my shoes," You say, "Imagine if you were talking to somebody that you really respected, and you were showing them a product or a service that was really good for them, and they wouldn't tell you why it is they wouldn't make a decision, one way or another. What would you do if you were in my position?"

    19. Choices of three close: The more choices presented to people, the more difficult it becomes for them to make up their minds. When people have to choose from more than three choices, they have a hard time determining which to pick. Offer a maximum of three choices.

    20. Columbo Close: It wasn't getting people to sign on the bottom line that made him a great closer; it was his ability to get people to answer questions. He would turn and start to walk away, and just when the suspect began to breathe a sigh of relief, Columbo would turn and say, "Just one more thing." The question or statement that followed that brief statement would always pack an incredible punch.

    21. Companion Close: When the prospect brings a friend/relative start by Selling to them, and then having them agree with you, makes the sale go a whole lot smoother as they want validation that they are making a wise choice.

    22. Compromise close: Half a loaf is better than none. And more importantly, once you win over the account, you open the door to increasing it in the future. So when all other objections except price have been eliminated and the prospect still can't decide, make it easy by offering a compromise.

    23. Conditional close: Set up a quid pro quo agreement. If you agree to your prospect's condition, they'll concede one of your points.

    24. Concession close: "I can give you a 10% discount on everything we've talked about, but only if we sign the contract today". This forces them to make a speedy decision, but they feel like they won because they get something extra!

    25. Consultative close: All you need to do is ask the customer their needs and repeat them back. Example – "Ok Mr. Smith, you told me you were looking for a Large Widget that is Red and is under $1,000. Here is what I have that meets your needs. It is Large, Red, and only $850. Let's get your paperwork going on this."

    26. Cost of Ownership close: Calculate the total cost of owning your product, including implementation, services, maintenance, upgrade fees, and so on. Then contrast that to a competitor's products. If applicable, demonstrate how a small difference in cost adds up over time.

    27. Cradle to grave close: in which the salesperson undercuts prospect objections that it is too soon to buy by telling them there is never a convenient time in life to make a major purchase, and they must therefore do it anyway.

    28. Custom Fit close: By the end of your sales presentation you've hopefully learned quite a lot about the prospect. You should be aware of at least one or two benefits that are really important to her. In the custom-fit close, you deploy that information in a way that clinches the sale. Basically you frame the decision in your own terms, those terms being the very things that the prospect has said she badly wants.

    29. Customer Care close: After you've lost a deal, wait an appropriate amount of time before reaching out to the prospect to ask about their buying experience.

    30. Demonstration close: Getting a customer to do a quick demo showing the power of the solution with real results helps prospects see how a "real person" has used the solution and easily translates the possibilities for themselves. Popular at makeup counters and old school door to door vacuum salesmen.

    31. Direct close: in which the salesperson simply directly asks the prospect to buy. Salespeople are discouraged from using this technique unless they are very sure the prospect is ready to commit.

    32. Directive close: By showing the prospects a step-by-step process, you're walking them through the process of buying. And you're also setting the expectations, reducing the fear of the unknown and removing the hesitation.

    33. Don't keep it secret close: Never be too proud to let people know how much you would appreciate their business. Tell your prospect, "I won't keep it a secret. I want your business."

    34. Duke of Wellington close: Take all the negative points of the products and convert them into positive one showing your customers that in any case, they will benefit from the investment.

    35. Eager Beaver close: This technique works well if you know that your prospect is leaning towards a sale. 'I'll send the contract to you now and you can get back to me later, how does that sound?'

    36. Emotion close: "Imagine the look on your friends faces when they see you drive up in this car. Wouldn't you feel great?"

    37. Empathy Close. "I understand how you feel. I felt the same way when I bought my home. But it turned out to be a smart move.

    38. FlyFish close: sales reps make promises to prospects during the decision making phase by trying to offer an instant and profitable deal for immediate closure.

    39. Follow-the-leader close: There are more followers in this world than leaders. Therefore, some prospects will buy only after they know that prominent people have signed up.

    40. Foot in Door close: If a salesperson can get a prospect to agree to something small, it increases the likelihood that they'll do something big later on.

    41. Guilt Close: Appeal to the buyers' sense of family obligation by pointing out how much "everyone" will love this decision.

    42. Handover close: Some prospects will just not click with you. So you hand the sale off to another sales person.

    43. Handshake close: Sort of like the assumptive close. With the handshake close, you give your customer the offer and then automatically extend your hand. It doesn't give them much time to think and hopefully you get a deal.

    44. Hard-to-get-it close: People want those objects that are not readily available or are too expensive. Make the prospect prove his or her worth as a buyer. This close works because it appeals to people's greed and to their egos. People want what others can't have, and they want to be accepted.

    45. Hot Button close: The hot button close is based on the fact that 80% of the buying decision is determined by 20% of the product features and benefits.

    46. I-Own-This-Product-Myself Close. Buyers will be reassured that you as a professional own what you are selling.

    47. Imaginary close: By asking questions about hypothetical situations, the prospect imagines what life would be like with your product.

    48. Impending Event close: If you truly have a deadline or reason for the customer to make a quick decision, the impending event closing works well. "I have an installation crew in town next week. Can we schedule a day with you?" If the deadline is in your interest and not the customer's, it will be seen as self-serving and will not work.

    49. Indirect close: also known as the question close, in which the salesperson moves to the close with an indirect or soft question. "How do you feel about these terms" or "how does this agreement look to you?

    50. Instant Reverse close: Let us say that a prospect says, "I can't afford it." You immediately respond by saying, "That's exactly why you should buy it!" The prospect will react with surprise. "What? How do you mean?" You then say, "That's exactly why you should take it, Mr. Prospect." And then you explain how and why he will benefit from paying more than he was expecting to for what you are selling. You may not even have an answer when you say this, so you have to think of the answer very quickly. The answer just has to be logical. It doesn't have to be great. It just has to be logical.

    51. Introduce the Idea of Competition close- When a potential buyer knows that the item may be sold to someone else if they walk away, they are more likely to accept your deal than to walk away

    52. Invitational close: The invitational close is used when you simply invite the prospect to make a buying decision. My favorite invitational close is, "Why don't you give it a try?" When you say, "Why don't you give it a try?" you are saying or suggesting that making the purchase decision is no big deal.

    53. Just suppose close: You use the just suppose close when the prospect says that he can't afford what you are selling. You reply and say, "Mr. Prospect, just suppose that price is not an obstacle and that we can deal with your price concerns to your complete satisfaction. Can we do that for just a moment so that I can finish my presentation?" The prospect will usually say yes.

    54. Level with Me close: As you approach the end of the selling process and the customer says he wants to think about it, ask him to get to the point: "Level with me. Have I failed to show you the value that you will receive from your investment?" Then be quiet

    55. Little mistake versus big mistake close: Emphasize that it's a big mistake not to buy, but under the worst possible scenario only a minor mistake to do so.

    56. Minor to Major close: The salesperson deliberately gains agreement with the prospect on a minor point working up to the major point. People have more trouble making major decisions than minor ones. Propose a series of easy-to-make minor decisions, the total of which add up to a major close.

    57. Money Talks close: If you've helped the prospect quantify their business problem, and this number exceeds the investment required to solve the problem by using your product or service, their purchasing decision is easy to justify. Highlight this financial benefit—the bigger the savings, the easier it will be to close.

    58. Needs close: List everything the buyer has said they'd need in the product. Then review your product against that list.

    59. Negative assumption close: The salesperson asks two final questions, repeating them until he or she achieves the sale. "Do you have any more questions for me?" and "do you see any reason why you wouldn't buy this product?"

    60. Negative Consequence close: Describe the undesirable ramifications of doing nothing using the information your prospect gave you during the discovery process.

    61. Negotiated close: Used to overcome any unreasonable objections or demands. "If we sign the contract today, we can start work on these concerns first thing tomorrow morning. Is that something you would be willing to commit to?"

    62. Nibbling close: A strategy that salesman use by making a larger sales seem cheap by getting the buyer to bite off small pieces.

    63. No Hassle close: Complete as much of the buying process as possible for your prospect. For example, sign out the paperwork, forward materials to Legal in advance, meet with Procurement to settle on a mutually satisfactory price, and so on.

    64. No Pressure but... close: Polite pressure lines often go something like this: "This is one of the last ones available at this price' or there's a limited amount of time on this offer and I really don't want you to miss out on this opportunity'.

    65. One More Reason to buy close: You must give him one more reason to buy before closing again. Based on the information you have presented thus far, I am not interested. BUT, if you can show me a significant benefit that I may have overlooked, I would gladly change my mind."

    66. Open Ended close: The open-ended close is another psychological trick which either results in a close or in obtaining more information about what would lead to a close. It works by asking an open-ended question, such as, "Do you feel like this product is something that would be of use to you?" If the answer is, "yes," sale closed. If not, you have a platform to ask for more information. This is different from asking for the sale directly. If you do that and the answer is, "no," then you have to ask why they aren't buying, which isn't the same as asking why a product or service doesn't meet a need. The latter puts a prospect less on the defensive.

    67. Opinions Count close: Adding the phrase "in your opinion ..." to a question softens the reply if the customer has an objection. "In your opinion, will this solve your problem?" If the customer says no, it's an opinion, not a fact, and you can address his concern

    68. Order Sheet close: The order sheet close is first used when the presentation begins. The prospect comes to see you, or you go to see him/her, and the first thing you do is to pull out an order sheet and write the date on it. From then on, whenever the prospect says anything about the product or service, you write it on the order sheet.

    69. Persistence close: Salespeople who quickly give up on a prospect when they hear the word "no" tend to have a lower sales record than those who are more persistent. If the prospect seems very ready to buy but still a bit reluctant, you can likely overcome the resistance with persistence on its own.

    70. Porcupine close: You must be careful stroking a porcupine and you must also be careful answering customer questions. When your prospect asks a question like "Does it come in red?" answer by tossing backs the question: "Would you like it in red?" Her answer will give you a measure of the depth of her interest and help you adjust your presentation appropriately.

    71. Possibility of loss close: The salesperson points out that failing to close could result in missed opportunity, for example because a product may sell out, or its price rise.

    72. Power of Suggestion close: The way you use the power of suggestion close is by creating emotions in the prospect with words or pictures. For example, you can say, "You're really going to enjoy the way this car handles on the road. My brother has one of these cars and he just loves the way it grips the road when he goes around corners!"

    73. Pressure close: can be used in almost any situation in which an external factor that is out of the buyer's control (such as new regulations or tough economic conditions) will cause them internal pain unless they purchase your solution.

    74. Puppy dog close: The salesperson gives the product to the prospect on a trial basis, to test before a sale is agreed upon

    75. Quality close: Instead of selling on price, highlight the value of your product. Emphasize how long it lasts, how easy it is to use, how infrequently it requires maintenance, how innovative it is, how well-designed they'll find it, and so on.

    76. Rebound close: With this closing technique, a sales rep uses the opportunity of a buyer request to force a commitment and get what they desire, before moving towards the next step of the sale. As mentioned earlier, it is one sales technique which is typically used by more experienced salespeople as it is highly reactive. Buyer: "By when can you implement the solution? "Sales rep: "If you sign the contract today, I will make sure that our engineers start working on it soon"

    77. Reciprocity close: People are more likely to say yes when they are returning a favor. Example would be finding out their child is selling popcorn for boy scouts and purchasing up front.

    78. Repetition close: Tell them several times and several reasons why they should buy today. Repeat it until they "get it."

    79. Reversal close: Tell your prospect you're not sure they're a right fit. They're smaller, less mature, and/or less established than your typical customer.

    80. Sales Contest close: The salesperson offers the prospect a special incentive to close, disarming suspicion with a credible "selfish" justification. "How about if I throw in free shipping? If I make this sale, I'll win a trip to Spain.

    81. Sales Manager's close: If you, a sales manager, are accompanying a trainee who makes the sales presentation and no sale has been made, say, "Do you mind if I make a comment before we leave? I think the trainee did a fine job, but he is a truly low-pressure salesman," and use the assumption close technique.

    82. Scale close: Ask your prospect how interested they are in making a purchase on a scale from one to 10. After they choose a number, say you're surprised -- you thought their number would be lower. Have them describe why they'd buy. Repeat their answers back to them. Then say you're confused. If they're so enamored with the product, why didn't they say '10'?

    83. Scarcity close: ACT NOW! YOU'LL NEVER SEE A DEAL THIS GOOD AGAIN!"

    84. Sell-it-with-love close: Make a strong emotional appeal to buy today when the prospect is accompanying a loved one for whom the first person is going to make a purchase.

    85. Sharp angle close: in which the salesperson responds to a prospect question with a request to close. "Can you get the system up and running within two weeks?" "If I guarantee it, do we have a deal?

    86. Similarity close: Describe a buyer who faced similar challenges who has seen a lot of success with your product.

    87. Solicit Objections close: If you have gone through the discovery phase of the sales cycle and are confident that the customer understands that your product or service addresses her needs, then ask for the sale by asking for an objection. "Is there any reason why we can't proceed with the shipment?" This oblique approach allows the customer to raise any final objections -- if she has one -- without saying no to the sale.

    88. Something for Nothing close: A free add-on may be gimmicky, but it can work if handled correctly. "I happen to have an extra charger with me. If you sign off on the order today, I'll throw it in at no charge."

    89. Suggestion close: If you have good rapport with the prospect and they view you as a trusted expert, a suggestion close is a good approach. You could close with, "Based on what you have told me about your operations, I would suggest you receive orders on Fridays. Does this work for you?

    90. Sudden Death close: A technique you use as an ultimatum. "Mr. Prospect, we've discussed this quite a bit now, and I know this is taking up a lot of your time. It's taking up a lot of my time, as well. And either this is a good idea for you or it's not. So, one way or another, let's make a decision right now. What do you say?"

    91. Sum-It-All-Up close: If you're working with a buyer, restate the features and any terms or contingencies, services you will provide during the transaction, and other details. Then close with a direct question: "Should I go ahead and draw up a purchase offer?"

    92. Sympathy close: "Oh, why don't you take the puppy home and see how the two of you get along? If you find it's not working out for you, just bring the puppy back."

    93. Takeaway close: Works when you sell a product of service that comes in more than one configuration and that has a value that increases when additional features are added. This technique is based on the universal human reluctance to having something taken from them.

    94. Testimonial close: Rather than trying to convince your prospect of your solution's benefits, sell through a happy customer. You can either use a written testimonial or an actual customer reference.

    95. Tie Down close: Circling back to the clients own words to overcome their objections. "You said earlier that you needed to make a decision today correct?"

    96. Trade Off close: Exchange concessions that are worth less to you, but may carry more weight to the prospect.

    97. Trial close: Use it to check that you're meeting the buyer's needs, that the buyer has no objections and that the buyer is willing to commit to taking the sale forward.

    98. Urgency close: Creating a sense of urgency places pressure on the prospect to make a decision, especially if you have identified that the client needs to make a decision quickly and is working on a short timeline. Think of the "limited time offer" as an example.

    99. Visual close: This technique can help get your prospective customer to say yes using visual aids such as result charts, media, video or even just a pro's and cons table. Most people are visual communicators.

    100. Weekly Cost close: Calculate how much your product will cost per week (or day, or month).

    101. Why-Wait Close. Point out that cost of most items goes up, not down, over time.

    submitted by /u/Panzer5005
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    I have an interview for a sales representative job at a multi national company tomorrow. Wish me luck!

    Posted: 05 Dec 2017 11:25 AM PST

    Pretty excited about the interview and job position. Any last minute advice appreciated. Thanks to all the experts on this sub and the material you all have posted, I will let you all know how it went tomorrow.

    submitted by /u/Troubled_Millennial
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    How do you relax/stay composed during one of those tough days in sales?

    Posted: 05 Dec 2017 10:47 AM PST

    I think we have all had one of those days where your conference call/meeting didn't go as well as you wanted, or your getting hung up on and every cold call there seems to be someone rude on the other end.

    How do you guys relax, stay focused and stay composed when it seems like nothing is going right?

    I'm in sales myself and am just having one of those damn days.

    submitted by /u/PresidentLincoln42
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    Questions about ESPs (Email Service Providers) like ElasticEmail, Mailerlite and Pepipost...

    Posted: 05 Dec 2017 10:35 AM PST

    I'm looking at the above ESPs.

    Main Question: Should I set up a different domain, in the event the sending domain gets black listed for spam?

     

    My contact list has been developed from trade show attendees. They've asked for us to reach out to them. Nevertheless, I'm not sure what sort of triggers or tolerance may be implicated.

    My list is B2B related clients. They range for Mid-level to Fortune 500 clients.

     

    Any other experiences, comments or feedback is welcome!

    submitted by /u/like-zoinks
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    Help choosing vertical and/or horizontal market SaaS

    Posted: 05 Dec 2017 10:27 AM PST

    I am looking to start a career in SaaS sales with a long term goal of becoming an Enterprise AE. There are many companies in my city offering BDR/SDR roles and I am having trouble determining which horizontal and/or vertical to target. For example, CA technologies is #12 on PWC's Global Software Leaders, yet they appear to have only a small marketshare according to Apps Run The World. Can anyone help explain what I am missing here? Any links or websites you recommend for research would also be helpful. I am very excited about this career path and would like to make the best decision for my long term career goals. Thank you.

    submitted by /u/olears33
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    Potentially getting into sales...what to expect

    Posted: 05 Dec 2017 09:38 AM PST

    Quick background: I graduated college this past May with a degree in secondary education. Got a job teaching and coaching, absolutely dreaded it. I quit and was got a job at a home improvement store for the time being. I say this humbly because I enjoy the people I work with, but besides some people in management, I'm the only one with a higher education degree and some customers can tell. I'm personable, I enjoy conversing with customers and I'm having fun. But obviously my goal in life isn't to work at this home improvement store.

    I've been somewhat "recruited" by a few companies for sales positions and one guy who owns a successful local body shop.

    I have never had a position in sales and have no idea what to expect or what it could lead to.

    So, my questions are: How did you get started in sales? How did you grow in sales/ how can you grow in sales? How to succeed in sales?

    submitted by /u/t_time2132
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    Best year ever for sales and Boss says no bonus because we owe our suppliers to much right now. How do you react?

    Posted: 05 Dec 2017 08:54 AM PST

    We have always received bonus's before. It seems our sales are so good we are strapped for cash, which makes no sense to anyone at our company. We have a individual meeting coming up, how should I approach the matter.

    submitted by /u/brd549
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    One Week since I Decided Giving Starts the Receiving.

    Posted: 04 Dec 2017 01:44 PM PST

    Last Monday (November 27th), I posted this thread "Looking to become a mentor for those new to sales or currently struggling." and had a surprising response.

    I though maybe 5-10 people would reach out and I could form 1-2 good relationships with people. Instead I received over 80+ PMs. It was exhilarating. I did my absolute best to give detailed advice as much as I could to each and every message sent (I know I had to have missed someone), and if I couldn't give my best advice then and there, I set up a skype/phone call with them.

    Since Monday, I've typed over 40,000 words of advice and had 7 calls (4 more lined up) with Redditors that I usually plan for an hour, but end up running into 2 hours plus. Some just wanted to know how to beat back the grind of sales and others really wanted to dive in to and dissect their process.

    I've talked to people from multiple different countries and covered a ridiculous amount of industries. I didn't know what I was getting myself into when I started this process, but I can't express enough how much gratitude I have in my heart to those who've shared their story with me.

    My only goals in doing this was to see if I could help people across sales industries, to form a few lasting relationships for long term mentoring, and to really see if "giving starts the receiving."

    Even though I spent hours and hours of my week typing and talking to you guys over skype/phone, I was able to have the most successful sales week of my life. I absolutely crushed it at my main gig, and honestly I thought I did much less than usual. Being fulfilled from helping others on this subreddit took me to another level in my sales process and made me confident in my technique like never before.

    I'm hoping to really focus on 3-5 of you who really want to share a 90-100 day experience in mentoring sessions at least once a week. I want to make a difference in your process and your income potential. I want to make it clear that there is no financial obligation to this whatsoever, so if we've talked already and you like where things are going then let me know in a PM (some of you I've already spoken to about this).

    Other than that, I just wanted to thank this community once again for providing this opportunity for me. I had no idea how much this would affect my life. I know it's only a week since, but I've never felt as much gratitude to be a part of something this great as I do now.

    I give my humble thanks to those who've reached out, and if somehow I've missed your message while combing through my replies, then do not hesitate to reach out again.

    Cheers and looking forward to the next steps,

    -Cam

    submitted by /u/789521456852
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    SaaS SDRs that have been promoted to AEs- Have you been more successful than AEs without SDR experience?

    Posted: 04 Dec 2017 09:06 PM PST

    How much SDR experience did you have before being promoted?

    What skills did working as an SDR prepare you for as an AE?

    What are some of the biggest differences between AEs with SDR experience and AEs without SDR experience?

    Thanks

    EDIT: And if you don't mind, please include SMB/Mid Market/Enterprise and vertical

    submitted by /u/la727
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    Best way to communicate price increase?

    Posted: 04 Dec 2017 09:56 PM PST

    I sell Saas b2b apps with annual subscriptions. To help alleviate certain costs, we are raising prices about 50%. It's set in stone for new customers, but there is a small amt of room to negotiate for customers renewing. That being said, the renewal conversations are not going smooth at all. Has anyone had any successes doing this? Any strategies to employ?

    Luckily I have an ROI calculator that I show (sometimes live) to the customer, and our time-saving features typically have the ROI net positive, most times by an overwhelming amt. Also, some RND we are putting into the apps are features that the customer base have wanted for quite some time.

    Still, I'm hearing "we don't have this budgeted", "I won't use those features", "I'm going to look elsewhere".

    Any help is appreciated.

    submitted by /u/CanYouMilkMeGreg
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    How difficult will it be to go from Account Management to SDR at a reputable SaaS company?

    Posted: 04 Dec 2017 09:19 PM PST

    You guys can check my post history to find why I want to leave Account Management and most importantly my current company where the atmosphere is toxic.

    I have an opportunity to potentially start a career in software sales that I always wanted to start by having a friend who is willing to be my reference for an SDR position at a top tier SaaS company (it is a household name).

    My worry is I do not have cold calling experience and wonder how this will look to hiring managers, my experience is more so in customer success and renewing subscriptions.

    How tough difficult would it be for someone like me (early 20s) who has about a year in Account Management to get a role as an SDR at a company on the level of Oracle, SAP, and SFDC?

    submitted by /u/anlbcore
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    What to expect as far as earnings go?

    Posted: 04 Dec 2017 04:46 PM PST

    Hello,

    I just subscribed to this sub, and I start my first sales job in 3 days. Frankly, I've earned a straight wage in every job I've ever had. Never sold product, bartended, or waited a table.

    I will be working for a Honda dealership, and I'm beyond confident that I will do average to above average based on my people skills and a love of consumer level vehicles.

    My question is, what kind of earnings can you expect out of an average month for a reputable delearship like Honda, Toyota, etc.?

    I'm not looking for outliers like used car lots or McLarens here.

    submitted by /u/_WILDLY_mild_
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    How do you separate achievements on the resume. E.g, you closed $10k in sales but assisted in $50k?

    Posted: 04 Dec 2017 01:49 PM PST

    Asked to Sign New Non-Compete

    Posted: 04 Dec 2017 02:22 PM PST

    After 9 1/2 years, I was told that because my company offers a lot of new services since my last agreement, that I had to sign a new one. I kind of understand their reasoning, but upon searching around for the meaning behind the request, it basically boils down to I am either getting promoted or getting fired.

    Things have seemingly been going well: boss seems very appreciative of what I do, sales are trending up for the coming year vs. last year, my group's sales are up over last year. All good there so I should feel secure, however I feel as though I've been left out of things that I would need to be in the know about, which makes me consider the alternative.

    If anyone has been in a similar situation before, I'd love to hear what happened on your end.

    Thanks all!

    submitted by /u/MontyFishtown5142
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    Introverts of r/sales, share your story! (Extroverts welcome too)

    Posted: 04 Dec 2017 01:40 PM PST

    I know typically in sales people tend to lean towards being extroverts, but I'm sure there are plenty of introverts who are in and thrived in sales. Being an introvert myself and moving into a new sales role soon, I'm curious to hear other introverts' stories in getting into sales.

    For me, I'm 30 years old and spent the last 6 years in digital advertising. I focused primarily on analytics and while the work itself wasn't bad, I had no interest in the industry as a whole and grew tired of the traditional corporate grind. I'm now moving on to a sales role with a local small business selling labels and printing services having no prior experience in sales. I got introduced to the owner through my cousin and after speaking to him over a few months and learning more about the role, I'll be officially starting near the end of January 2018. I know it'll be a lot of hard work and I'm going to make lots of mistakes and possibly even question why I ever made this decision in the first place, but I'm incredibly excited for the new opportunity and can't stress enough how awesome this sub has been! The best of posts and the encouragement I see on this sub are all truly amazing.

    What's your story? How did you decide on sales? What unique challenges are there for introverts? Has your introversion helped your career in any way? How was sales affected your life and/or your personality?

    submitted by /u/yanger87
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    Resume advice for new sales job

    Posted: 04 Dec 2017 01:14 PM PST

    Lets say i've generated 50k in sales, but assisted manager in another 200k. Should i seperate the numbers in resume?

    submitted by /u/salesadvicety
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    Just started a new gig in tech doing direct sales, demos have been going great but would love some closing advice

    Posted: 04 Dec 2017 12:31 PM PST

    Hi /r/sales,

    long time lurker, first time poster. I have a background in D2D home improvement sales and worked for myself as a contractor for a while. I was recently looking to land a role at a startup or SaaS company and happened to land a business development role with a new marketing tech company. It is almost three years old now but I am the sole employee in a new territory. So, although I have support from the company, I am essentially working by and for myself - which is a blessing and a curse.

    To be brief - after a few weeks of doing cold visits and direct sales I have refined my pitch and gained some practice presenting my software to some business professionals. The application of the software is quite broad but I have narrowed down my focus one industry so I can really tailor my pitch and gain some initial traction.

    The demos have gone great. I have a two minute elevator pitch which almost guarantees me an on the spot demo if they have time or at the least a follow-up meeting in the future. Of the business professionals or business owners I show, about 50% like the product but are not all too interested because they feel they have their marketing needs covered by their team or an agency, not necessarily because they don't see the value. Another 25% really like the product and are interested, and the last 25% LOVE the product are start asking me about pricing or how it can work for their other business'. I think it that is a GREAT response.

    I need some advice when it comes to closing the deals and getting the potential client to pull out their credit card. Not exactly sure what I need - closing scripts, show the value better, just an outline of the process - but I'm sure the pros here can suss out the error and give me some great guidelines.

    I'm only getting better and better at refining my pitch, talking points and learning the objections as I talk to more people and land more demos. However when it starts getting down to pricing the best I have gotten so far is - they usually ask or bring up cost of the product. To which I tell them we would have to talk more about their individual needs but generally is costs X. (X is more cost effective than most marketing channels with a great proven response and ROI in another market/territory. But not exactly cheap either). And... that is basically it. They either need to think about it, or don't want to spend the money. However, if I think I am doing my job right, they shouldn't really be focused on the cost but rather how they can change their marketing to be much more effective and stand out from the rest.

    I believe I am presenting that well but not really getting the closes the product is deserving of. Thanks in advance for any tips - love this community and have already extracted a lot of value from the posts here! Looking forward to contributing more and documenting some more of my progression as a salesman :)


    [link] [comments]

    Job Offer

    Posted: 04 Dec 2017 12:08 PM PST

    Hey everyone,

    I've recently got a new job offer for an ISP in my area. It's actually the provider I chose organically for both my home (rentals) and the apartment I currently live in. The only ever sales I've done have been retail, and cars. None of which I've been crazy stellar about, but I also honestly believe I sold pretty crappy products.

    This one is door to door, and I wonder if I gave you some info could you tell me if it sounds like a decent offer.

    Salary: 30,000 + Commission (Interviewer said expect a total gross of 60-65k first year. That's bare minimum to succeed) Allowances: $250/month for maintenance, $0.35/km travel, $50 per diem for food Hours: One would imagine I could work whenever I wanted but generally 12 - 8 pm which is nice for me, 'cause I am NOT a morning person Weird Perk: I can sell anywhere in the country, if I want to go to my home province for a few weeks, I could work while I'm home and they're super OK with that.

    It actually sounds solid, but I've never done door to door before, as it is in retail sales I'm struggling and making about 40k a year (extrapolated) and it's 100% commission. Having a base salary sounds a lot better.

    Thoughts?

    submitted by /u/NachoTwitch
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