Remote Closing: A Comprehensive Guide

Are you a fresh new sales person googling the best answers for the question “Sell Me This Pen” - Zoom edition, or a seasoned negotiator bamboozled by the new online work environment? Either way, this blog is for you.

We’ll delve into what remote closing is, how to become better at it, and what tools to use to make it less daunting.

What is Remote Closing?

Remote closing — once a term restricted to the realm of real estate transactions — now encapsulates a broader spectrum.

It’s basically the process of finalizing deals or agreements in an online environment. Never before has it been possible to make deals in your pyjama pants (except, if you have online meetings in an office. In that case, we don’t endorse this behavior).

Whether you're sealing a software agreement, negotiating a real estate deal, or finalizing contracts in financial services, the digital realm offers a platform. This shift towards digital closings, particularly in a post-pandemic world, has not only highlighted its convenience and flexibility but has also introduced us to a new breed of professionals: Remote Closers.

What Does a Remote Closer Really Do?

A remote closer or a digital closer is an adept sales professional whose primary role is to facilitate and finalize deals remotely. Equipped with digital tools, they communicate with clients and prospects through channels like email, phone, and video meetings.

While their responsibilities span across sectors like B2B sales, software, healthcare, advertising, and more, there are core duties that define their role:

Lead Generation: Through networking, research, and referrals, they identify potential clients, demonstrating a blend of persistence, creativity, and analytical prowess.
Sales Presentations: They master the art of tailored presentations, showcasing the value of their offerings using a plethora of multimedia tools.
Relationship Building: Frequent communication, strategic thinking, and emotional intelligence are key as they foster and maintain robust relationships with clients.
Negotiation: Their negotiation skills come to the fore as they address objections and collaborate with clients to seal deals.
Closing Sales: Using a myriad of techniques, they secure commitments from clients, showcasing confidence and a deep understanding of client needs.
Customer Service: Acting as the primary business liaison, they offer unparalleled support throughout the sales journey.
Record Maintenance: Their meticulous nature ensures accurate tracking of sales activities, from client interactions to deal negotiations.
Team Collaboration: Often part of larger sales teams, their contribution ensures the achievement of collective goals, fostering a positive team culture.

In essence, remote closers are the backbone in the modern sales process, driving results through digital avenues and ensuring seamless transactions, no matter the distance or the pants they wear.

Excelling in Remote Closing: Tips for Both Beginners and Veterans

For the Beginners:

Start with the Basics:

Familiarize yourself with digital communication platforms like Zoom and Google Meet. Take time to explore their features, such as screen sharing, virtual backgrounds, and recording options.
Understand the tools and features at your disposal. For instance, learn how to use the chat function effectively for sharing links or summarizing points.
Practice navigating these platforms by conducting mock calls with friends or colleagues.

Practice Active Listening:

Focus intently on the prospect, ensuring you catch every detail. This includes not just what they say, but how they say it — their tone, pace, and emotion.
Offer verbal affirmations like “I understand” or “That makes sense” to show engagement.
Ask clarifying questions to demonstrate your attentiveness and gather more information.

Set a Professional Environment:

Ensure a clean and distraction-free background. A tidy, minimal background or a professional virtual background can make a significant difference.
Use optimal lighting to make the interaction more personal. Ensure your face is well-lit, avoiding backlit scenarios where your face is in shadow.

Seek Feedback:

After every call, ask for feedback from colleagues or mentors. This could be about your communication style, handling of objections, or overall approach.
Use the insights to refine your approach. Implement the suggestions in your next calls and observe the difference it makes.‍

Build Trust:

Be transparent, provide references when necessary, and maintain a professional demeanor throughout the call. For example, if discussing past successes, have data or testimonials ready to share.
Demonstrate reliability by being punctual for calls and responding promptly to any follow-up queries.

Follow-Up:

Send a post-call email summarizing the discussion and outlining next steps to keep the momentum going.
In your follow-up, include specific references to points discussed in the call to show your attentiveness and reinforce their importance.

For the Seasoned Salespeople:

The 'Yes, And...' Technique:

Replace "Yes, but..." with "Yes, and..." in response to objections. This acknowledges the prospect's point while positively guiding the conversation towards solutions.
For instance, if a prospect is concerned about cost, reply with, “Yes, and the value it offers is [specific benefits], leading to greater long-term savings.” This approach validates their concern and pivots to the benefits, maintaining a positive and constructive dialogue.

Leverage the 'Silent Pause':

Use moments of silence strategically to prompt prospects to share more. Silence can encourage the prospect to elaborate on their thoughts or concerns, providing you with valuable insights.
Resist the urge to fill every pause. Sometimes, giving the prospect space to think can lead to more in-depth discussions.

Implement the 'Feel-Felt-Found' Technique:

Address objections empathetically by saying you understand how they feel. Share how others felt the same way but found a solution through your product or service.
This technique helps in validating the prospect's concerns and demonstrating empathy, while guiding them towards a positive outcome.

Anchor Your Value Proposition:

Tie benefits to tangible results to make your offering more compelling. For example, if you're selling a productivity tool, discuss how it can save hours per week for the client, translating into cost savings.
Use specific examples or case studies to illustrate the value proposition more vividly.

Use Social Proof Strategically:

Mention reputable clients or brands you've worked with to build credibility. Testimonials or case studies from well-known companies can be especially persuasive.
Ensure the social proof is relevant to the prospect's industry or needs for maximum impact.

The 'Yes Ladder' Technique:

Begin with smaller questions that lead to larger commitments, building a pattern of agreement. Start with easy-to-agree-to questions and gradually move to questions about the sale.
This technique creates a psychological pattern of agreement, making it easier for the prospect to say yes to the final ask.

Mirror and Match:

Subtly mimic the prospect's tone and language to build rapport. If they speak slowly, match their pace. If they use certain phrases, incorporate them into your dialogue.
This technique helps in creating a sense of familiarity and comfort in the conversation.

Use Visual Analogies:

Simplify complex ideas with analogies to make them more relatable. For instance, compare a complex service to a more commonly understood concept.
Visual analogies help in making abstract ideas more concrete and understandable.

The 'Because' Justification:

Offer reasons for your statements using the word "because" to make them more persuasive. People are more likely to comply with a request if they are given a reason.
For example, “I suggest this solution because it has helped similar businesses increase their efficiency by 30%.”

Preemptive Strike:

Proactively address potential objections before they're raised by the prospect. Anticipate common concerns and bring them up with solutions ready.
This approach shows that you are thorough and understand the prospect's potential worries, building trust and credibility.

Common Challenges in Remote Sales Calls and Strategies to Overcome Them

Building Trust Remotely: The digital barrier can sometimes make trust-building a tad more challenging. Focus on transparency, share testimonials or case studies, and consistently deliver on promises to build and maintain trust.
‍Remembering every detail: Especially when you attend a plethora of different sales calls, it can be tricky to remember every client's individual needs and what you've discussed with them so far. Remember to take detailed notes and action items from your meetings as they occur or immediately after.
‍Adapting Quickly to Feedback: Not learning from your mistakes fast enough can result in losing clients. Review your meeting notes regularly and keep a journal or log of your sales calls to note what worked and what didn't. Actively seek feedback and be open to constructive criticism.

But what if it's too difficult to write down detailed enough notes while trying to focus on the sales call itself? What if you can't make sense of your quickly scrambled bullet points later?

Make your life easier with Wudpecker. It transcribes and summarizes your online or on-site meetings. It can even answer any specific questions you have about your performance in the call.

You can try it for free here.

If you're interested, here's another blog with more inspiration for how you can take advantage of Wudpecker's AI to analyze your meetings.

Conclusion

As the digital realm continues to expand its influence, mastering the art of successful remote sales becomes an imperative, not just an option.

Whether you're a novice stepping into the digital sales realm or a seasoned salesperson adapting to the changing tides, remember that success lies in continuous learning and adaptation.

Embrace the digital shift, harness the tools at your disposal, and let every closed deal be a testament to your prowess in this new era of sales.