Watch and Learn: 10 Videos That Reveal the Secrets to Closing More Sales Deals
When it comes to mastering the art of closing sales deals, reading tips and techniques will only get you so far. To really hone your skills, it‘s incredibly valuable to watch masterful salespeople in action. Through sales videos and demonstrations, you can pick up on the subtleties that make all the difference – the specific words and phrases used, the body language, the tone of voice, and the overall approach.
Watching these sales closing videos allows you to study what works (and what doesn‘t) so you can incorporate the most effective strategies into your own process. You‘ll be able to see real-world examples of how to navigate tricky situations, overcome objections, build trust with prospects, and ultimately get that signature on the dotted line.
To help you sharpen your deal closing abilities, we‘ve curated 10 of the best sales videos out there. Each one reveals unique insights you can use to significantly boost your close rates. Get ready to take notes!
1. Neutralizing Common Sales Objections with a Calm Demeanor
In this video, experienced sales trainer Brian Tracy explains how to effectively address the most common reasons prospects hesitate to buy. The key is approaching these objections in a relaxed, assured manner. Getting defensive or arguing will only raise more red flags for the buyer.
Instead, Tracy advises calmly acknowledging the concern, then reframing it in a way that alleviates the prospect‘s worries. His soothing tone of voice and confident body language are great examples to emulate.
2. Perfecting Your Opening to Close Deals Faster
While most salespeople obsess over crafting the ideal closing line, this video argues that the way you open the conversation is far more critical. Speaker Jeffrey Gitomer explains, "The reality is there is no fast way, no easy way, and no best way [to close]…it‘s not about the close at all – it‘s about the open."
He recommends investing more time planning out your opening – how you‘ll capture attention, build rapport, and demonstrate value from the very beginning. Do this right, and the close will be a natural result, not something you have to chase.
3. The New Rules of Closing Deals Profitably
Gone are the days of the "Always Be Closing" mentality. In this quick video, sales expert Colleen Francis shares her updated rules for the modern era, starting with "You Can‘t Sell to Everyone."
Her somewhat counterintuitive advice is to actually give prospects ample opportunities to exit the deal if they‘re not the right fit. This saves you time in the long run and leads to better close rates with your ideal customers. She shares three other new rules worth implementing as well.
4. Diagnosing Why Deals Fall Apart
When a seemingly promising deal fails to close, it‘s crucial to diagnose what went wrong so you don‘t repeat the same mistakes. This video covers the five most common reasons salespeople lose sales and how to correct course.
From failing to create urgency to not lining up the right decision-makers, seeing these stumbling blocks spelled out is an eye-opening exercise. Take an honest look at your own process to see which of these culprits could be dragging down your numbers.
5. Mindset: The Single Most Important Factor in Closing
Your technique and process matter, but according to speaker Jill Konrath, your mindset is what makes or breaks your ability to close deals. She boils it down to one critical factor (watch the 90-second video to find out what it is).
Having the right attitude and inner dialogue sets you up for success in your customer conversations. If you‘ve been struggling to close, this could be the paradigm shift you need.
6. The Closing Question That Leads to a "Yes"
When it comes time to actually ask for the sale, what should you say? Sales coach David Shirey suggests a simple question that guides prospects to a "yes" without making them feel pressured.
It‘s refreshing to hear an example that feels authentic and customer-focused rather than manipulative or overly salesy. Practice this line until it rolls off your tongue naturally.
7. Match and Mirror Your Prospect
Skillful salespeople know how to make prospects feel at ease, even in higher-stakes closing conversations. One way to build that bond is by subtly mirroring the other person‘s body language, speech patterns, and overall demeanor.
This communicates "I‘m just like you" on a subconscious level. Use this psychological hack wisely and sparingly – the goal is to put them at ease, not raise suspicion that you‘re imitating them.
8. Ask for the Sale at Least 5 Times
Studies show that 80% of sales require at least five follow-ups to close. Yet the majority of reps give up after just one or two objections. Don‘t be afraid to keep asking!
The key is to do it in a way that feels helpful, not annoying or desperate. Check in to see if they have any other questions. Offer additional resources. Remind them of the benefits of moving forward. Persistence pays off.
9. Create Urgency (Ethically)
One of the core principles of sales is that people buy on emotion and justify with logic afterwards. A skilled closer knows how to subtly tap into prospects‘ emotions – especially their desire to avoid missing out.
You can create legitimate urgency by attaching deadlines to your proposals, offering a limited-time bonus or discount, or mentioning other buyers who are interested in the same solution. Just be sure you can actually follow through on any claims. Fake scarcity will only backfire.
10. Make It All About Them (Not You)
Effective closing isn‘t about clever lines or manipulative tricks – it‘s about making your prospect the hero of the story. The best closers know how to keep the focus on the buyer‘s goals and challenges.
Even when you‘re describing product features, tie each one back to a specific benefit for their business. Use "you" language liberally. And back up your claims with stories of how you‘ve helped similar customers succeed. When you make it all about them, you‘ll find that "yes" comes much more easily.
Mastering the Art of Closing
Securing new deals is essential to the livelihood of both individual salespeople and their organizations at large. By watching and learning from top closers, you can elevate your own skills and achieve your revenue goals faster.
Keep in mind that closing is both an art and a science. While these videos provide a solid foundation to build on, you‘ll also want to customize your approach for each unique prospect and selling situation. Pay attention to what works best for you and your customers.
With the right combination of technique, practice, and authentic concern for your buyers, you‘ll be unstoppable. Here‘s to crushing your sales targets this quarter and beyond!
