7 tips to increase sales closings in 2023!

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We're entering the last month of 2023 and with it comes the last goal of the year to be achieved , right? With that in mind, we've put together 7 tips for your team to implement when closing sales and ending the year on a high note!

Basically, these are techniques that can be used at any time, including on a recurring basis.

However, if applied correctly, they have the power to speed up your lead’s decision-making!

And we're not talking about giving discounts and using the scarcity trigger.

In this article, you will see subtle sales closing methodologies that create an urgency effect that is ideal for this end of year!

Our suggestion is that you read and then try out what makes sense for your business model and customer profile, okay?

So, let's get to the tips!
7 practices that will increase your sales team’s sales closing!


1- Attack the customer’s pain and focus on the benefit


Many salespeople spend time negotiating explaining the technical specifications and features of their products or services.

However, they often struggle to clearly communicate how they can effectively resolve customer issues and concerns.

It is important to understand that, according to data Spain telegram data from Impact Communications, 70% of purchasing decisions are motivated by the need to solve problems.

In other words, if a lead is looking for your offer, it is because there is a need that needs to be met.

So, if your salespeople have a full and stalled sales pipeline, a good tip is to contact these leads and show them that purchasing your service will eliminate their concerns.

You can even use the premise that the year is ending and that the prospect can start the next one without these challenges to resolve and, consequently, make this purchase a priority.

Activating the urgency trigger through necessity and using the “bridge to the future” is one of the topics of the SPIN methodology.

This, together with other sales techniques, can help your sales team to make more assertive negotiations and shorten the sales cycle!

So, just click below to learn about SPIN and other investigation methodologies:



All about negotiation to increase sales closing in 2023





2- Follow up to create urgency




Certainly, follow-up plays a strategic role in closing sales.

According to research by The Marketing Donut, 80% of sales require, on average, 5 follow-up actions after a meeting with a lead.

Yet, surprisingly, 44% of salespeople give up on a lead or opportunity after the first follow-up , as indicated by Scripted.

If your team doesn’t yet incorporate this sales technique, now is the perfect time to review your procedures!

This is because, from the moment your salespeople start following up on this from the first meeting, any contact with the potential client is not seen as strange or even self-interested.

And this could be the perfect time to send content that creates urgency in completing the purchase, that overcomes objections or that emphasizes those points where the prospect saw value in your service!

Ultimately, it is personalized follow-up of the lead that will make them understand, on their own, that your product is a priority for them.



3- Attention to detail




Your salespeople may be thinking that no prospect recognizes the value in what they are offering.

In this scenario, it is important to understand that the problem is not with the lead or the seller, but rather with their approach when presenting the proposal.

So, instead of focusing on the broader aspects, try to redirect your approach to the small details of your product or service.

This is the ideal time to consult your commercial playbook and highlight the differentiating points and success stories of companies that had the same problems as this customer profile.

Think about what makes your company unique compared to others, whether it's support, service, or speed of results, it doesn't matter, what matters is that you must demonstrate this to your potential client!

So, try to think outside the box and bring up what hasn't been said or shown yet and what could be what's missing to close that sale!