What is remote closing? If this question has been on your mind for a while and you haven’t found the answer, you’ve come to the right place.
In this guide, we will see what remote closing is and how it works. We will also look at the challenges of remote closing and give you strategies to overcome them. Plus, we will cover skills you should look for in a remote closer and give you tips on how to hire the right one.
What Is Remote Closing: Explain In Simple Terms
Remote closing is the process of finalizing sales deals without the need for in-person meetings. Instead of face-to-face interactions, remote closers use digital communication tools like phone calls, video conferencing, emails, and chat platforms to connect with potential clients.
The goal is the same as traditional sales closing: to convince the client to make a purchase, sign a contract, or agree to a deal, but all interactions are done remotely. It requires strong communication skills, an understanding of digital sales tools, and the ability to build trust and connections without physical presence.
Remote closing is becoming popular as businesses are opting for more flexible and efficient ways of working, especially in today’s digital and remote work environments.
Understanding the Remote Closing Process
To give you an overview of what remote closing looks like, here’s the process flow:
- Prospecting: Identify and research potential clients who may be interested in your product or service.
- Initial Contact: Reach out to prospects through email, phone calls, or social media to introduce your offering and gauge their interest.
- Qualifying: Determine if the prospect has the need, budget, and authority to make a purchase. Focus efforts on the most promising leads.
- Presentation: Use video conferencing tools to demonstrate the product or service, highlighting its features, benefits, and how it addresses the prospect’s needs.
- Handling Objections: Address any concerns or questions the prospect has. Provide clear and persuasive responses to reassure the client.
- Negotiation: Discuss terms and conditions, pricing, and other relevant details. Aim to find a mutually beneficial agreement that satisfies both parties.
- Closing the Deal: Finalize the agreement by securing the client’s commitment. Send digital contracts for e-signature and confirm all details.
- Follow-Up: After the deal is closed, maintain communication to ensure client satisfaction, address any post-sale questions, and build a long-term relationship.
What To Look For In A Remote Closer?
When hiring a remote closer, consider the following factors to ensure they can effectively secure sales deals:
1. Strong Communication Skills
Look for individuals who can articulate ideas clearly and persuasively, both in writing and verbally. Effective communication builds trust and rapport with clients remotely. Here’s how you can assess this skill:
- Check if they can clearly explain complex ideas during a mock call or video chat.
- Review their written communication by asking for samples or evaluating their email responses.
- Assess how they handle objections and engage in meaningful conversations.
- Conduct a role-play exercise to see how they articulate value propositions and build rapport.
2. Digital Literacy
A successful remote closer must be proficient with CRM systems, video conferencing software, and e-signature applications. This ensures they can manage and track sales processes efficiently. Let’s see how you evaluate this skill:
- Ask about their experience with CRM tools and how they use them to track leads and manage sales.
- Test their proficiency with video conferencing platforms through a trial meeting or demo.
- Inquire about their familiarity with e-signature software and how they handle document management.
- Check if they can troubleshoot basic tech issues on their own.
3. Self-Motivation & Discipline
Remote closers need to be self-driven and disciplined to manage their time and workload effectively without direct supervision. This maintains productivity and helps meet sales targets. Here’s how you can check it:
- Discuss their daily routine and how they stay organized without direct supervision.
- Ask about past experiences managing their own time and meeting deadlines remotely.
- Look for examples of how they’ve maintained productivity and motivation in previous roles.
- Evaluate their ability to set and achieve personal sales goals.
4. Proven Sales Experience
Prior experience in sales, specifically in remote or inside sales roles, is a must. It shows the candidate can close deals and adapt to the remote selling environment. Look for candidates with a track record of meeting or exceeding sales quotas in previous roles. Here’s how you can analyze this skill:
- Review their history of meeting or exceeding sales quotas or targets.
- Request detailed accounts of their previous sales roles and achievements.
- Ask for references or testimonials from past employers or clients.
- Conduct a mock sales call to evaluate their closing techniques and effectiveness.
5. Adaptability & Problem-Solving Skills
Remote closers should think on their feet and adapt to various situations that arise during the sales process. This way, they can address unexpected challenges and find solutions quickly. Here’s how you can evaluate:
- Pose hypothetical scenarios or challenges they might face and ask how they would handle them.
- Discuss instances where they had to adapt to unexpected changes or solve complex problems in their past roles.
- Assess if they can quickly shift strategies based on feedback or new information.
- Look for examples of creative solutions they’ve implemented in previous sales situations.
6. Customer-Centric Approach
A good remote closer prioritizes understanding and addressing the client’s needs and concerns. This builds stronger relationships and increases the likelihood of closing deals. Let’s see how you can analyze this skill:
- Ask how they gather and use customer feedback to tailor their sales approach.
- Evaluate their ability to understand and address client needs through a role-play or real-life case study.
- Look for signs of empathy and a genuine interest in solving clients’ problems.
- Review their track record of building and maintaining client relationships.
7. Technical Expertise
Depending on the industry, having technical knowledge related to the product or service being sold can be a big asset. This expertise lets remote closers answer technical questions confidently and build credibility with clients. Here’s how you can check for this skill:
- Ask about their knowledge of the specific product or service they’ll be selling.
- Evaluate their ability to answer technical questions or explain product features confidently.
- Check if they stay updated with industry trends and technological advancements related to the product.
- Review any relevant certifications or training they’ve completed in the industry.
3 Examples Of Remote Closing
To see how remote closing works in different businesses and how it can benefit you, let’s look at 3 examples:
A. Remote Closing for a Software Subscription Sale
A software sales representative conducts a product demo via video call for a potential client interested in subscription-based software. They address the client’s questions, offer a free trial, and follow up with a tailored email outlining the benefits and pricing.
After a few discussions, the client agrees to the subscription, and the sales rep sends a digital contract for e-signature, finalizing the deal.
B. Remote Closing for a Consulting Service
A consulting firm reaches out to a business owner via email to offer their services. After an initial phone call to understand the client’s needs, the consultant schedules a detailed virtual meeting to present a customized plan.
They handle any objections and provide testimonials from past clients. Once the client is convinced, the consultant sends a digital proposal and contract, which the client signs electronically to close the deal.
C. Remote Closing for an eCommerce Wholesale Order
A sales representative for an eCommerce company contacts a retail store owner interested in bulk purchasing. They use a combination of emails and video calls to discuss product options, pricing, and delivery terms.
The rep provides samples and negotiates the final terms. The deal is closed when the retail owner agrees to the terms, and the rep sends a digital invoice and order confirmation.
Sectors Where Remote Closing is Prevalent & Beneficial
- Software and Technology
- Consulting and Professional Services
- eCommerce and Wholesale
- Financial Services
- Healthcare and Pharmaceuticals
- Real Estate
- Education and Training
- Marketing and Advertising
Remote Closer Salary: What You’ll Need to Budget
Several factors influence the salary of a remote closer, impacting how much they can earn in this role.
Factors Influencing Salary
Let’s explore each factor in detail to help you create a job ad with accurate salary ranges:
Experience
The more experience a remote closer has, the higher their salary is likely to be. Experienced closers bring valuable skills and insights that can drive sales, so companies are willing to pay more for their expertise.
Industry
Different industries have varying salary ranges. For example, remote closers in tech or finance earn more than those in retail because the stakes and deal sizes are higher in these sectors.
Location
Even though remote work is location-independent, salaries can still differ based on where the company is based. In places with higher living costs, salaries will be higher to match the local economic conditions.
Company Size
Larger companies have bigger budgets and can offer higher salaries compared to smaller businesses. They also provide more benefits and bonuses as part of the compensation package.
Performance Metrics
Salary can also be influenced by performance metrics like the number of deals closed, the total revenue generated, and customer satisfaction scores. High-performing closers receive higher base salaries and bonuses.
To give you an idea of the salary ranges, here are the average salaries for different remote closer positions:
Entry-Level Positions
Entry-level remote closers earn between $40,000 and $60,000 per year. These roles include comprehensive training and mentorship to develop essential sales skills.
Mid-Level Positions
Mid-level remote closers with some experience and a proven sales record earn between $60,000 and $90,000 per year. These professionals are expected to handle more complex sales and larger deal sizes.
Senior Positions
Senior remote closers, who bring extensive experience and a strong portfolio of successful deals, can earn between $90,000 and $150,000 or more per year. These roles involve strategic sales and leadership responsibilities.
Commission & Bonuses
In addition to base salaries, remote closers can receive commissions and bonuses based on their performance. Commissions can range from 5%-20% of sales, and bonuses may be given for meeting or exceeding sales targets.
How To Hire A Result-Oriented Remote Closer
Follow these steps to attract and select the best remote closers for your sales team:
Step 1: Define the Role & Expectations
Clearly outline the responsibilities, performance metrics, and qualifications required for the remote closer role. This clarity helps attract candidates who are a perfect fit for your needs.
Step 2: Create a Compelling Job Ad
Craft a job advertisement that highlights the role, the benefits of working remotely, and what makes your company unique. Here’s a template to get you started:
Step 3: Post the Job Ad on Relevant Platforms
Post the job ad on various online job boards, professional networks, and social media platforms. For the best results, consider using Genius’ recruitment services to reach a broader and more targeted audience.
Step 4: Use Tools & Technology
Make sure your recruitment process leverages the latest tools and technologies. Use applicant tracking systems (ATS), video conferencing software for interviews, and CRM systems to manage candidate information efficiently.
Step 5: Screen Candidates Effectively
Review resumes and cover letters to shortlist candidates who meet the qualifications and have relevant experience. Pay attention to their previous remote work experience and sales achievements.
Step 6: Conduct Thorough Interviews
Prepare a set of questions to gauge the candidate’s skills, experience, and fit for the role. Here are 5 questions you can use:
- Can you describe a successful sales deal you closed remotely and the strategies you used?
- How do you handle objections from potential clients during virtual meetings?
- What tools and technologies do you use to manage your sales process?
- How do you stay motivated and productive while working remotely?
- Can you provide an example of a challenging sale and how you overcame it?
Step 7: Assess Technical Proficiency
Make sure candidates are proficient with digital tools and platforms. Conduct a practical test or ask them to demonstrate their use of CRM systems and communication software.
Step 8: Check References & Background
Contact previous employers and references to verify the candidate’s work history, performance, and reliability. This step confirms their suitability for the role.
Step 9: Offer Competitive Compensation
Provide a competitive salary and commission structure to attract top talent. Clearly communicate the benefits and growth opportunities within your company.
Step 10: Onboard & Train Effectively
Once hired, ensure a smooth onboarding process with comprehensive training. Provide resources and support to help the new remote closer acclimate to your company’s systems and culture.
7 Challenges & Solutions When Closing Remotely
When closing sales deals remotely, challenges can arise, but there are effective solutions to address each one.
I. Communication Barriers
Remote closing relies on digital communication, which can cause misunderstandings or a lack of personal connection.
Solution: Use video calls whenever possible to enhance personal interaction and use clear, concise language in emails and messages. Regularly summarize key points during conversations for mutual understanding.
II. Building Trust
Establishing trust with clients can be more difficult without face-to-face interactions.
Solution: Build credibility by sharing testimonials, case studies, and detailed information about your product or service. Follow up consistently and deliver on promises to demonstrate reliability and commitment.
III. Managing Technology
Technical issues like poor internet connections or unfamiliarity with digital tools can hinder the remote closing process.
Solution: Make sure you have a reliable internet connection and familiarize yourself with all necessary tools beforehand. Have backup plans in place like alternative communication methods to handle potential technical difficulties.
IV. Scheduling Conflicts
Coordinating meeting times across different time zones can be challenging.
Solution: Use scheduling tools that automatically adjust for time zones and offer a range of available times to choose from. Be flexible and willing to accommodate the client’s preferred time slots as much as possible.
V. Maintaining Engagement
Keeping the client engaged throughout the sales process can be tougher without in-person cues.
Solution: Make your presentations interactive by asking questions, using visual aids, and encouraging participation. Keep meetings concise and focused, and follow up with engaging and informative content.
VI. Handling Objections
Addressing client concerns and objections can be more challenging remotely.
Solution: Prepare thoroughly by anticipating common objections and having detailed, persuasive responses ready. Practice active listening and empathy to understand the client’s concerns fully and address them effectively.
VII. Monitoring Progress
Tracking the progress of remote sales deals and maintaining motivation can be difficult without physical oversight.
Solution: Use CRM software to track interactions and progress with each client. Set clear goals and milestones, and regularly review performance to stay on track and motivated.
Legal Considerations Of Remote Closing
Understanding the legal considerations of remote closing ensures compliance and protects both parties involved in the sales process.
a. Contract Validity
Contracts signed remotely must be legally binding and enforceable. Use electronic signature software that complies with e-signature laws like the ESIGN Act in the U.S. and the eIDAS Regulation in the EU. Make sure that all parties understand the terms and conditions before signing.
b. Data Privacy & Security
Handling client information remotely raises concerns about data privacy and security. Implement strong data protection measures like encryption and secure storage solutions to protect client data. Comply with data protection regulations like GDPR or CCPA, and inform clients about how their data will be used and protected.
c. Jurisdiction & Governing Law
Disputes in remote transactions can arise over which jurisdiction’s laws apply. Clearly specify the governing law and jurisdiction in your contracts to avoid confusion. Look for legal advice to ensure that your contracts are enforceable in all relevant jurisdictions.
d. Consumer Protection Laws
Remote transactions must comply with consumer protection laws that vary by region. Familiarize yourself with the consumer protection laws in the regions where you operate. Ensure transparency in your sales practices, provide accurate product information, and offer clear return and refund policies.
e. Intellectual Property Rights
Protect intellectual property (IP) using clauses in your contracts that address the use and protection of IP. Ensure that all IP-related materials shared during the sales process are properly marked and protected under relevant IP laws.
f. Record Keeping
Maintain accurate records of remote transactions for legal compliance. Use digital tools to keep detailed records of all communications, agreements, and transactions. Ensure that these records are securely stored and easily accessible for auditing purposes.
g. Anti-Fraud Measures
Remote transactions are susceptible to fraudulent activities. Implement stringent verification processes to authenticate client identities and transactions. Use secure payment gateways and monitor for suspicious activities to prevent fraud.
Conclusion
Transitioning into remote closing can be overwhelming. You need to make sure that every aspect is in place to avoid deals that could pose risks to your business. To secure the best deals remotely, hire remote closers who can deliver offers that will help your business grow.
To get remote closing right the first time, partner with Genius. We thoroughly vet remote closers, guaranteeing you top-notch service from experts. You don’t even have to worry about any hidden fees—we offer a one-time payment of 25% of your talent’s annual salary. Fill out this form now to get started.
FAQs
How do you get into remote closing?
To get into remote closing, start by gaining experience in sales and building a strong understanding of digital communication tools and sales techniques. Look for remote sales positions or freelance opportunities, and consider taking specialized courses or certifications in remote sales to enhance your skills and marketability.
How do I become a successful closer?
To become a successful closer, focus on developing your communication and negotiation skills, building rapport with clients, and understanding their needs. Stay organized, use CRM tools to track your progress, and continuously improve your sales techniques through training and practice.
Is remote closing worth it?
Yes, remote closing can be highly rewarding as it offers flexibility, the ability to reach a global client base, and often lucrative commission structures. It allows for a better work-life balance and can be just as effective as traditional in-person sales with the right skills and tools.
What is a high-ticket remote closer?
A high-ticket remote closer specializes in selling high-value products or services, typically priced at several thousand dollars or more. These closers require advanced sales skills, building strong client relationships, and a deep understanding of the product or service to communicate its value and close significant deals effectively.
