5 PROVEN TECHNIQUES TOP SALESPEOPLE USE TO CLOSE DEALS FASTER
- Adrian Langendorf
- Jan 21
- 3 min read
Let's face it—sales today is a high-stakes game, and the competition is fierce. In order to close deals being "good" doesn't cut it anymore, you need to play it smart to stay ahead. Whether you're a sales veteran or just getting started, using the right strategies can seriously cut down your sales cycle and skyrocket your success. The best salespeople aren't sticking to tired, old-school methods—they're using sharp, impactful techniques that get real results. In this article, we're diving into five powerful strategies that will help you close deals quicker and smarter. Ready to level up? Let’s go!
1. TACTICAL LISTENING: DIAGNOSE, DON'T JUST HEAR
Listening is a fundamental sales skill, but tactical listening takes it to the next level. Rather than passively absorbing information, top sales professionals actively diagnose their prospects' pain points. This involves asking layered, open-ended questions that dig deeper into the client's challenges, goals, and motivations. Once these pain points are identified, they tailor their pitch to directly address the prospect's needs.
For example, instead of simply asking, "What are your current challenges?" rather ask, "Can you walk me through a recent situation where your current solution fell short? How did that impact your business outcomes?" These probing questions uncover the real issues and allow the salesperson to position their product or service as the precise solution.
2. PERSONALIZED VIDEO FOLLOW-UPS: HUMANIZE YOUR OUTREACH
In a world inundated with emails and cold calls, breaking through the noise requires a personal touch. Elite salespeople leverage personalized video messages to stand out. Videos humanize the interaction, convey authenticity, and create a memorable experience for the prospect. Studies show that video follow-ups are up to three times more likely to get a response compared to traditional emails. A quick, personalized video thanking the prospect for their time and highlighting how your solution aligns with their needs can leave a lasting impression. This method not only fosters trust but also demonstrates effort and commitment, setting you apart from competitors relying solely on text-based communication.
3. TIME-LIMITED VALUE OFFERS: CREATE URGENCY AND SCARCITY
One of the most effective ways to drive action is by creating a sense of urgency. High-performing salespeople understand the psychology of scarcity and implement time-limited value offers to encourage swift decision-making. This strategy involves presenting exclusive deals or bonuses that are only available for a limited period. For instance, offering a discount that expires in 48 hours or providing an exclusive feature for early adopters compels prospects to act quickly. This tactic taps into the fear of missing out (FOMO) and accelerates the sales process without appearing pushy.
4. STRATEGIC OFF-HOUR TOUCHPOINTS: STAND OUT WITH TIMING
Most sales professionals follow the same routine, reaching out during standard business hours. However, top salespeople know that engaging with prospects during off-hours—early mornings, late evenings, or weekends—can significantly increase their chances of making a connection. This strategy demonstrates dedication and ensures your message isn't lost in the daytime flood of communications. Imagine sending a thoughtful message at 7 AM or a follow-up email late in the evening. Prospects are more likely to notice and appreciate the effort, interpreting it as a sign of commitment to their success. This unconventional timing can open doors to deeper conversations and quicker decisions.
5. MICRO-COMMITMENTS: BUILD MOMENTUM TOWARDS THE CLOSE
Closing a deal often feels like climbing a mountain. Successful salespeople break this process into smaller, achievable steps by securing micro-commitments throughout the sales cycle. These small agreements build momentum and gradually lead the prospect toward the final purchase decision. Micro-commitments can be as simple as asking the prospect to review a case study, agree to a product demo, or schedule a follow-up meeting. Each small "yes" increases the prospect's psychological investment in the process, making it easier to secure a full commitment later on.
PUTTING IT ALL TOGETHER
Mastering these five elite sales techniques can transform your approach and dramatically shorten your sales cycle:
Tactical Listening uncovers deep pain points.
Personalized Video Follow-ups create authentic connections.
Time-Limited Value Offers build urgency.
Strategic Off-Hour Touchpoints make you stand out.
Micro-Commitments keep the deal moving forward.
By integrating these strategies into your sales process, you not only increase your chances of closing deals faster but also build stronger, more trust-driven relationships with your clients.
Ready to elevate your sales game? Start applying these proven techniques today and watch your success soar. If you found these insights valuable, like, share, and follow me here on LinkedIn for more high-impact sales strategies!
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