June 14

The One Strategy Guaranteed To Close More Deals


This past week I was working in Los Angeles, California, speaking at a conference for business owners and CEOs looking to take their businesses and organizations to the next level. 

These high-performing business owners were eager for new ideas and techniques to navigate today’s challenging marketplace. All were dealing with the challenges keeping today’s CEOs up at night – challenges like supply chain, lack of talent, price increases, and the uncertainty of inflation.

And while all those challenges had the attendees worried and concerned, one other seemed to take priority. One challenge these CEOs felt if they could just solve it would take care of all the others. That challenge? Getting their sales team to close more business while maintaining margin to ensure profitability.   

So, after my keynote, I did a 30-minute Q&A  where we opened the floor for discussion around this topic.  How do you lead a sales team through uncertainty? What does it take to get them to sell value and hold margin? And what specifically does it take to get them to close more deals? 

As a leader, believe it or not, you can impact how well your sales team performs, you do have control over how much margin they sacrifice, and you can heavily influence their ability to close more deals. The answers to those questions and many more come down to just one strategy. And that strategy is – are you ready – CONSISTENCY.

I know. Could it be that simple? Well, not so fast – consistency may be smoke. The more consistent you are, the more you do what it takes day-in and day-out, the more you stay focused, and you prioritize the actions it takes to close more deals. 

5 Actions Every Sales Leader Needs To Close More Deals

  1. Complete The First Sale – closing more deals begins with ensuring you put the time and effort into closing that first sale. That sale is to your sales team. Do they believe in what you are selling? Do they understand the value of the price? Do they understand the margin? Are they well skilled and well-trained? 

If you want your team to sell effectively and close more deals, then begin by ensuring you have closed the most important deal – the one to your sales team.

  1. Know The Behaviors – with the sales team bought in, engaged, and passionate about the products and services you are selling, you are ready for strategy number two – know the behaviors. What does your sales team need to hit their numbers? On average, how many sales calls do they need to make? Who is their ideal target market? What networking events and trade shows are best to attend? How big does their prospect list need to be? 

If you want your sales team to hit and surpass their goals, then you need to develop the roadmap and the behaviors they need to get there. 

  1. Plan The Time –  If you want the goals to be hit and success to happen, then you have to take the time to ensure it happens. These actions must take priority over every other. One of the biggest reasons sales professionals struggle to hit the goal is they spend so little time focusing on face-to-face customer contact. The one and only strategy that will ensure you close more deals for some reason falls to the bottom of the “to-do” list. 

As a sales leader, you have to prioritize sales behaviors and ensure they have the support they need and the time to sell. 

  1. Get Back On The Horse – Do not confuse consistency with perfection. Being consistent doesn’t mean you do it perfectly every day, and you never screw up or miss an action or behavior you need to do. No, we are human, we have days we mean to be consistent and prioritize sales, but life happens, right? Customers are demanding, we get stuck in meetings, or we just have a bad day.

The important thing to understand here is that you need to get back on the horse. I have a very well-established sales routine, one I prioritize, like exercising and brushing my teeth. But every now and then, I will have a late flight, a technology failure, or something will throw me off my schedule.

I don’t waste time beating myself up or feeling guilty because I did not prioritize sales that day; no, I simply get back on the horse. 

  1. Commit – and lastly, you need to commit. Remember, you are the sales leader. What you decide is important is what your team will decide is important. What you put a value on is what they will put a value on. If you want your team to close more deals, you need to be consistent with your commitment. 

Consistency, in my opinion, is the most important skill in sales (and life.) And while it might be a simple concept, it is not an easy one. It requires understanding, discipline, and support. Put those into place, watch your sales team consistently hit their sales goals, and turn all of this uncertainty into their greatest competitive advantage. 

Meridith Elliott Powell

Voted one of the Top 15 Business Growth Experts to watch by Currency Fair, highly engaging corporate motivational keynote speaker Meridith Elliott Powell delivers a cutting-edge message, rooted in real-life examples and real-world knowledge. Meridith’s presentations are full of powerful content, highly interactive, and fun. She helps her clients learn the leadership development, sales and business growth strategies to turn uncertainty to competitive advantage.

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