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3 Proven Sales Techniques to Close Deals Much Faster

Are you tired of sales deals that drag on for months before finally closing? Do you want to know how you can close those deals much faster and more efficiently? In this in-depth blog post, we’ll dive into three proven sales methodologies that can help you close deals much faster. As a sales professional, I’m always looking for ways to streamline the sales process and get deals across the finish line quicker. After all, the faster you can close a deal, the sooner you can move on to the next opportunity and keep your pipeline flowing. That’s why I’m excited to share these three powerful sales techniques with you today.

The 3 Key Sales Methodologies to Close Deals Faster

No matter what you’re selling or who your target customer is, there are three primary sales methodologies that can help you close deals much faster. These are:
  • Solution Selling
  • Consultative Selling
  • Provocative Selling
Let’s dive into each of these in more detail.

Solution Selling: Shake the Tree to Uncover the Real Problem

The first sales methodology is called solution selling. This approach works best when your prospect is already aware of the problem they’re trying to solve. Here’s how it works: Your prospect comes to you and says, “I know exactly what my problem is, and I’m looking for a solution.” As the salesperson, your job is to shake the tree and create a bit of unrest. You want to make them question whether they’ve truly identified the root cause of their problem. Say something like, “Are you sure that’s the real issue? I think the problem might actually be something else. Let me explain what I mean…” By doing this, you position yourself as a trusted advisor who is looking out for their best interests. You’re not just trying to push a solution, but rather trying to uncover the true underlying problem so you can provide the most effective remedy. This approach works well because it gets the prospect to think more deeply about their challenges. Often, what they think is the problem is just a symptom of a bigger issue. By guiding them to the real root cause, you can then propose a tailored solution that is much more likely to succeed. The key is to avoid just agreeing with their initial assessment. Shake things up a bit, get them thinking, and position yourself as a problem-solving partner rather than just a salesperson.

Consultative Selling: Provide Calm, Helpful Solutions

The second sales methodology is called consultative selling. This approach is best suited for situations where the prospect knows something is wrong, but they’re not quite sure what the problem is. In this case, your job as the salesperson is to provide a calm, helpful approach to uncover the real issue and propose a solution. Rather than creating unrest (like in the solution selling approach), you want to create a sense of calm and reassurance. Say something like, “I understand you’re facing a challenge, but don’t worry – I’ve helped customers with similar issues before, and I think I have a solution that could work really well for you.” The key here is to avoid overwhelming the prospect or making them feel more uncertain than they already are. Instead, position yourself as a trusted advisor who can guide them to the right answer. Walk them through your process for diagnosing the problem, and then present a clear, step-by-step solution. Use concrete examples of how you’ve helped other customers in their shoes. This helps build confidence and trust, making them much more likely to move forward with your proposal. Consultative selling is all about being a calming, reassuring presence – the opposite of the solution selling approach. The goal is to provide a sense of clarity and certainty, not create more confusion.

Provocative Selling: Shake Things Up to Get Attention

The third and final sales methodology is called provocative selling. This approach works best when your prospect doesn’t think they have a problem at all. In this case, your job as the salesperson is to provoke the prospect and get them to see that there is, in fact, a pressing issue they need to address. For example, you might say something like, “I know you don’t think you have this problem, but let me tell you – there’s a competitor in your market that’s been eating up 5% of your market share. And it’s only going to get worse if you don’t do something about it soon.” The key here is to be bold, confident, and a little bit confrontational. You’re not just trying to present a solution – you’re trying to shake the prospect out of their complacency and get them to see that there’s a real problem that needs to be solved. Of course, you need to back up your claims with solid data and evidence. Don’t just make bold statements without the facts to support them. But when used correctly, provocative selling can be a highly effective way to get the attention of prospects who might otherwise be resistant to your pitch. One important note: Provocative selling is best suited for selling to executives and decision-makers. If you try to use this approach with more junior-level prospects, it’s unlikely to be as effective. They simply won’t have the authority or perspective to fully appreciate the gravity of the situation you’re presenting.

Putting it All Together: Which Approach is Right for You?

Now that you understand the three key sales methodologies, the question is – which one is right for your business and your specific sales situations? The answer, of course, depends on the nature of your product or service, your target customer, and the stage of the sales process you’re in. Solution Selling works best when your prospect is already aware of the problem they’re trying to solve. This is often the case with more mature products or services, where the customer has a clear understanding of their needs. Consultative Selling is ideal when your prospect knows something is wrong, but they’re not quite sure what the root cause is. This is common with newer products or services, where the customer may not have a lot of experience with the type of solution you’re offering. And Provocative Selling is most effective when you’re selling to executives and decision-makers who may not think they have a pressing problem that needs to be addressed. This approach is often used in more disruptive or innovative sales situations. Ultimately, the best approach will depend on your specific sales context. You may find that you need to use a combination of these methodologies, depending on the stage of the sales process and the individual prospect you’re working with. The key is to be adaptable and willing to try different approaches. Pay close attention to how your prospects respond, and be willing to adjust your tactics accordingly. With practice and experimentation, you’ll get better at identifying the right sales methodology for each situation.

Accelerate Your Sales with These Proven Techniques

If you’re tired of deals that drag on for months, these three sales methodologies can help you close them much faster. Whether you’re using solution selling, consultative selling, or provocative selling, the key is to approach each prospect with a clear strategy and a willingness to adapt. Remember, the faster you can close a deal, the sooner you can move on to the next opportunity and keep your pipeline flowing. And that’s the key to sustainable, long-term sales success. If you’re ready to take your sales skills to the next level, be sure to check out the additional resources available on my website and YouTube channel. I’m always sharing new tips, strategies, and insights to help sales professionals like you close more deals and drive more revenue. So what are you waiting for? Start implementing these proven sales methodologies today, and watch your close rates soar.
Michael Humblet

Michael Humblet

Michael Humblet is obsessed with designing, building, training and scaling sales machines and founder of  Chaomatic and School of Sales , focused on accelerating revenue growth. Michael is the author of Nobody Knows You. The book that explains how to fix the most basic issue to scale your growth. He is also the host of The Sales Acceleration Show, a sales and marketing focused Q&A show on how to accelerate your business.