Hiring the right salespeople is crucial for any organization’s success, and identifying natural closers—those with an innate ability to seal the deal—is particularly important. Natural closers possess a unique blend of confidence, communication skills, resilience, and the ability to read and respond to customer signals effectively. But how do you spot these traits during the interview process? Here’s how to identify natural closers and ensure you’re adding top talent to your sales team.
1. Ask for Specific Examples of Past Success
One of the best ways to gauge a candidate’s closing ability is to ask for specific examples of past sales successes. Natural closers can recall these moments in detail and explain the steps they took to win the deal.
Questions to Ask:
“Can you walk me through a recent sale that you successfully closed? What were the key steps you took to move the deal forward?”
“Describe a time when you faced significant objections from a prospect. How did you overcome them and close the sale?”
“What is your most memorable closing experience? What made it successful?”
What to Look For:
Detail-Oriented Responses: Look for candidates who can clearly articulate their thought process and actions during the sales cycle.
Tangible Results: Successful closers will often discuss measurable outcomes, such as revenue generated or percentage growth, demonstrating their impact.
Problem-Solving Skills: Natural closers can describe how they navigated obstacles and adjusted their approach to secure the sale.
2. Evaluate Their Confidence and Persuasiveness
Confidence and the ability to persuade are key traits of a natural closer. During the interview, pay attention to how candidates present themselves and their ideas.
Questions to Ask:
“How do you handle a prospect who is on the fence about making a decision?”
“What strategies do you use to build rapport and trust quickly with potential clients?”
“How do you ensure that the prospect feels comfortable and confident in their decision to move forward?”
What to Look For:
Confident Delivery: Candidates should be able to speak confidently and persuasively, demonstrating their ability to influence others.
Rapport-Building Techniques: Look for candidates who emphasize the importance of building relationships and trust as part of their closing strategy.
Active Listening: Natural closers understand the importance of listening to customer concerns and addressing them effectively.
3. Assess Their Ability to Handle Objections
Closing a sale often involves overcoming objections. A natural closer views objections as opportunities rather than setbacks and has strategies in place to address them.
Questions to Ask:
“Tell me about a time when a prospect raised a major objection. How did you address it and ultimately close the deal?”
“What do you do when a prospect says they need more time to think about it?”
“How do you know when to push for a close versus when to give the prospect more time?”
What to Look For:
Creative Solutions: Candidates should offer creative, customer-focused solutions to common objections.
Persistence without Pressure: Natural closers can persist without being overly aggressive, understanding when to press forward and when to ease off.
Emotional Intelligence: Look for signs of emotional intelligence, such as the ability to read the prospect’s emotions and respond appropriately.
4. Test Their Closing Skills with Role-Playing
Role-playing scenarios are an effective way to observe a candidate’s closing skills in action. By simulating a sales conversation, you can see firsthand how they navigate the process and handle objections.
Role-Playing Scenario:
Present a scenario where the candidate must close a deal with a hesitant prospect. Provide some common objections, such as budget concerns or uncertainty about the product’s fit.
Observe how the candidate handles the conversation, including how they build rapport, address objections, and move toward a close.
What to Look For:
Effective Questioning: Does the candidate ask the right questions to uncover the prospect’s needs and concerns?
Ability to Pivot: How well does the candidate adapt their approach based on the prospect’s responses?
Closing Techniques: Look for strong closing techniques, such as summarizing benefits, creating urgency, or offering a compelling call to action.
5. Gauge Their Resilience and Persistence
Sales is a challenging field, and natural closers are known for their resilience and persistence. They don’t give up easily and are willing to go the extra mile to close a deal.
Questions to Ask:
“Describe a time when you had to pursue a prospect over an extended period. What kept you motivated, and how did you eventually close the deal?”
“How do you handle rejection, and what steps do you take after losing a sale?”
“What’s the longest sales cycle you’ve been involved in, and how did you maintain momentum?”
What to Look For:
Determination: Candidates should demonstrate a strong drive to achieve their goals, even in the face of challenges.
Positive Attitude: Natural closers maintain a positive outlook, seeing setbacks as learning opportunities rather than failures.
Long-Term Focus: Look for candidates who are committed to nurturing prospects over time and who understand the value of persistence.
6. Check References for Closing Ability
References can provide valuable insights into a candidate’s closing ability. When speaking with former managers or colleagues, ask specifically about the candidate’s performance in closing deals.
Questions to Ask References:
“How effective was [Candidate] at closing sales? Can you provide an example of a significant deal they closed?”
“What closing techniques did [Candidate] excel at, and how did these contribute to their success?”
“Did [Candidate] consistently meet or exceed their sales targets? How did they achieve this?”
What to Look For:
Consistency in Performance: References should confirm that the candidate consistently performed well in closing sales.
Recognition of Skills: Positive feedback on the candidate’s closing techniques and strategies is a strong indicator of their natural closing ability.
Alignment with Interview: Ensure that the reference’s feedback aligns with what the candidate discussed during the interview.
Conclusion
Identifying natural closers in the interview process requires a focus on specific traits and behaviors that are indicative of strong closing ability. By asking targeted questions, using role-playing scenarios, and checking references, you can gain a clear understanding of a candidate’s potential to excel in closing deals. Remember, natural closers are not just about making the sale; they are about building relationships, understanding customer needs, and persisting with confidence and resilience. By honing in on these qualities, you can build a sales team that consistently drives results and contributes to your company’s growth.
Ready to grow your team? List your business in our database of commission-only sales opportunities.