Home topics workplace hr-and-staff Advice Hot Tips Small Business Advice Five ways to close more deals in your business Srivatsan Venkatesan September 29, 2016 As Alec Baldwin famously said in the film Glengarry Glen Ross: ‘Always Be Closing’. And there’s no shortage of people looking to become closers. Amazon has 439,752 book results when you search the word “sales”. From titles like “The Psychology of Selling” to “Secrets of a Master Closer”, all offering advice on how, when, and why to sell. But few books ever go beyond motherhood statements to the actual, tried-and-true techniques that help turn a fence-sitter to a converted and loyal customer. This can be especially deceiving for small businesses who are looking to grow their sales teams and a customer base from small beginnings. Having led several sales teams over the years, here are a few sales tips I’ve picked up along the way to ensure you can build a successful company in the long term. Find your proof points Let others sell for you. Your existing customers are your greatest asset in any sale. If you’re selling to a café with five staff, or a multi-national conglomerate with thousands, show them the proof that helps them see how your solution, product or service can specifically help them. Use case studies that show how Company A increased their close rate four times and lowered their sales cycle by a certain amount, because they used your solutions. Use your customers as case studies and testimonials, and