In today’s rapidly evolving modern landscape, the art of closing deals has transcended beyond face-to-face interactions and entered the realm of remote work. As businesses grapple with the complexities of global markets and customer expectations, the concept of remote closing emerges as a pivotal strategy.
This article aims to demystify remote closing and provide actionable insights for businesses looking to hire a remote closer.
What is Remote Closing?
While the idea originally used to refer to primarily to realestate transactions, today, remote closing simply refers to the process of finalizing a sales deal or transaction without the need for physical presence. It leverages digital tools and platforms to facilitate communication, document sharing, and contract signing (such as DocuSign), enabling businesses to close deals with clients or customers located anywhere in the world. In essence, remote closing uses remote sales teams and technological prowess, designed to optimize the final stages of the sales funnel.
The roles and responsibilities of a remote closer are multifaceted and extend beyond just sealing the deal. They are responsible for:
- Nurturing client relationships through virtual channels
- Conducting online product demonstrations or presentations
- Negotiating terms and conditions via digital communication platforms
- Utilizing e-signature tools for contract finalization
- Managing post-closure activities like customer onboarding and feedback collection
The advantages of remote closing are manifold. For businesses, it offers unparalleled flexibility, allowing sales teams to operate across different time zones and cultural contexts without the logistical challenges associated with travel. It also expedites the closing process, as digital tools can automate many steps, such as document verification and contract signing. This results in a more streamlined, efficient, and cost-effective sales process, which is crucial for businesses aiming to scale.
Why Businesses Need Remote Closers
In an increasingly globalized and digitized marketplace, businesses face a myriad of challenges when it comes to closing deals. Traditional sales methods, effective in localized settings, often fall short in a global context, leading to prolonged sales cycles and missed opportunities. This is where the need for remote closers becomes evident.
Below are key reasons why businesses should consider hiring remote closers:
- Geographical Flexibility: Remote closers specialize in leveraging digital tools to navigate the intricacies of the closing process, irrespective of geographical boundaries. This is particularly beneficial for companies looking to expand their market reach without the logistical complications.
- Efficiency and Speed: By utilizing CRM software, video conferencing tools, and e-signature platforms, remote closers can significantly expedite the sales process. This not only shortens the sales cycle but also frees up valuable resources.
- Consistency in Closing Strategy: The expertise of remote closers allows businesses to maintain a consistent and effective closing strategy that can be applied universally. This is crucial for companies operating in multiple markets and time zones.
- Resource Allocation: The efficiency brought by remote closers allows businesses to allocate their time and efforts towards other critical areas such as product development or customer service, thereby optimizing overall business operations.
By incorporating remote closers into their workforce, businesses are better positioned to meet the demands of a dynamic and ever-changing sales landscape.
Key Skills to Look for in a Remote Closer
Hiring the right remote closer is crucial for the success of your sales strategy. While experience and qualifications are important, there are specific skills and qualities that set exceptional remote closers apart from the rest.
Below are some key skills to look for when hiring a remote closer:
- Communication Skills: Exceptional verbal and written communication skills are paramount. Remote closers need to articulate complex ideas clearly and persuasively across digital platforms.
- Technological Proficiency: A high level of comfort with digital tools, including CRM software, video conferencing, and e-signature platforms, is essential for efficiency.
- Negotiation Skills: The ability to negotiate terms effectively while maintaining positive client relationships is a must-have skill.
- Self-Motivation: Remote work requires a high degree of self-discipline and motivation. Look for candidates who are proactive and can work independently.
- Cultural Sensitivity: Given the global nature of remote closing, an understanding of cultural nuances can be a significant asset.
What is the Salary of a Remote Closer?
When it comes to hiring a remote closer, one of the most frequently asked questions is about the salary range. The compensation for a remote closer can vary significantly depending on several factors such as experience, industry, geographic location, and the complexity of the sales process. On average, remote closers in the United States can expect a salary ranging from $50,000 to $150,000 per year, with additional commissions and bonuses that can substantially increase their earnings. ZipRecruiter shows an average annual salary of $124,944 per year.
It’s important to note that many remote closers work closely with appointment setters and get paid on a commission-based structure, which means their income is directly tied to their performance. This can be an attractive model for both employers and employees, as it aligns the closer’s financial incentives with the company’s sales goals. Some businesses also offer a base salary plus commission to provide a more stable income, especially for those new to the role.
How to Hire a Remote Closer
The process of hiring a remote closer involves numerous steps, from crafting a well-defined job description to conducting rigorous interviews. Start by outlining the roles, responsibilities, and key skills required for the position. Utilize job boards, like LinkedIn and Indeed to conduct interviews and source through candidates. Once you’ve shortlisted potential hires, conduct multiple rounds of interviews using video conferencing tools to assess their skills, experience, and cultural fit. It’s also beneficial to include a practical assessment, such as a mock sales pitch or negotiation exercise, to gauge their real-world capabilities.
Pro Tip: For most businesses, it ends up being more costly and time consuming to do this themselves. That’s where we at 1840 & Company can help. Partnering with a reputable outsourcing provider can significantly streamline this process. We offer a network of pre-vetted sales talent, allowing you to bypass the initial screening stages and focus on selecting the best fit for your organization.
7 Common Misconceptions About Remote Closing
As remote closing gains traction in the business world, it’s important to address some of the common myths and misconceptions that often surround this modern sales approach.
Below are seven myths debunked for a clearer understanding:
- Remote Closing is Less Effective: One of the most prevalent myths is that remote closing is less effective than traditional, in-person methods. In reality, remote closing can be equally, if not more, effective due to the speed and efficiency offered by digital tools.
- It’s Only Suitable for Small Deals: Another misconception is that remote closing is only suitable for small, less significant deals. However, with the right strategy and skilled remote closers, even high-value transactions can be successfully closed remotely.
- Lack of Personal Connection: Some believe that remote closing lacks the personal touch that comes with face-to-face interactions. Advanced video conferencing tools and personalized communication strategies can easily bridge this gap.
- Security Concerns: While it’s true that digital transactions require robust security measures, modern e-signature and encryption technologies ensure that remote closing is as secure as traditional methods.
- It’s Easier and Requires Less Skill: Contrary to this belief, remote closing requires a unique set of skills, including technological proficiency and exceptional communication abilities, to be effective.
- Remote Closers are Less Accountable: The notion that remote closers are less accountable due to the lack of physical supervision is unfounded. Performance metrics and regular check-ins ensure accountability.
- It’s a Temporary Trend: Some view remote closing as a temporary trend, driven by the pandemic. However, the shift towards remote work and digital transactions suggests that remote closing is here to stay.
By dispelling these myths, businesses can make more informed decisions and fully leverage the benefits of remote closing.
In today’s fast-paced and increasingly digital business landscape, remote closing has emerged as a strategic necessity for companies aiming for growth and global reach. By understanding its evolution, recognizing the key skills required in a remote closer, and debunking common misconceptions, businesses are better equipped to integrate this innovative approach into their sales strategy. As we move towards a more flexible and decentralized work environment, embracing remote closing is not just an option but a critical step in optimizing sales processes and staying competitive in the market. If you’re looking to hire a remote closer, schedule a call with our growth experts to learn more.