What is Remote Closing? An Introduction to Closing Deals from Anywhere

By Cam Velasco

CEO & Co-Founder
Published: Apr 12, 2024
In this article, we'll explore what remote closing involves, the benefits it offers over traditional closing methods, essential skills for effective remote closing, a step-by-step guide to the process, and the best digital tools to facilitate it.
A headset with a microphone lies on a desk next to a keyboard and notepad, ready for a remote conversation.

Remote closing is a term that has been gaining popularity over the past few years with more and more companies implementing it and many professionals wanting to explore it for their careers. But what is remote closing?.

In simple words, remote closing is the process of completing deals and agreements online, without the need for in-person meetings. This method has gained popularity thanks to advances in technology and the shift towards remote work catalyzed by the COVID-19 pandemic.

In this article, we’ll explore what remote closing involves, the benefits it offers over traditional closing methods, essential skills for effective remote closing, a step-by-step guide to the process, and the best digital tools to facilitate it. Whether you’re a sales professional looking to adapt to the digital landscape or a business aiming to streamline your sales process, understanding remote closing is crucial for success in today’s market.

What is Remote Closing and Its Rise?

When the COVID-19 pandemic hit, more people started working from home than ever before. This shift made remote closing more common and showed how effective online tools can be.

Why it’s becoming more popular:

  • New technology makes online meetings and transactions easy
  • People like the convenience and personalized touch of doing things online
  • Businesses work with people in different time zones more often
  • There’s a push to make sales happen faster and more efficiently
Overview of Topics Covered

We’re going to cover everything you need to know about remote closing, including:

  • What closers do
  • The good points and possible hurdles
  • Important skills for selling from a distance
  • A step-by-step guide to closing deals
  • The best online tools and platforms to use
  • Tips for hiring and managing a team remotely
  • What to expect in the future of remote closing

Understanding What is Remote Closing and the Role of a Remote Closer

A professional man with a headset smiling while looking at a computer screen, likely engaged in a customer service conversation or a business call.

What Does a Remote Closer Do?

A remote closer helps finish deals and turn interested people into buyers. They mainly:

  • Talk with potential buyers through phone, email, or video calls like Zoom or Google Meet to figure out what they need and offer tailored solutions
  • Give convincing sales talks and show products over the internet
  • Work out the details of the deal and the price to make the sale
  • Handle any doubts or questions buyers might have
  • Use digital tools like DocuSign for signing documents online to wrap up the sale
  • Make sure the buyer is happy from start to finish

In short, a remote closer takes care of the last steps in a sale, using online tools to make it feel like an in-person experience.

Distinguishing Closers and SDRs

Sales development representatives (SDRs) find and check if leads are good, while closers finish the sales process.

SDR tasks:

  • Look for potential customers
  • Reach out first through calls or emails
  • Make sure leads are worth pursuing
  • Set up sales calls

Closer tasks:

  • Talk to leads who are ready to buy
  • Understand what the customer needs
  • Show how their product can help
  • Deal with any last-minute concerns
  • Negotiate and seal the deal

SDRs and closers work one after the other. SDRs fill the sales pipeline with opportunities; closers pick those up and work to close the deals.

Typical Job Requirements

What you usually need for a remote closer job:

  • Hit sales goals every month or quarter
  • Run virtual demos and meetings
  • Keep track of everything in a CRM (Customer Relationship Management system)
  • Prepare and share sales reports
  • Work well with the sales team
  • Know how to use sales tools and technology

This job needs someone who doesn’t give up easily, can negotiate well, knows how to use technology, and can talk clearly through digital means. Knowing the ins and outs of your industry helps in dealing with complex sales.

The Advantages of Remote Closing

Remote closing lets businesses wrap up deals without meeting face-to-face. This part talks about why it’s good for companies compared to the old way of doing things.

Comparison Table: Traditional vs Remote Closing

A comparison table showing the benefits of Traditional Closing vs. Remote Closing across various aspects like Geographic Reach, Cost Efficiency, Productivity, Market Growth, and Safety and Security.

Flexibility and Convenience
  • With remote closing, teams can work together from different places at any time without being in the same location
  • No need to travel for meetings, which cuts down on costs
  • You can schedule meetings easily across different time zones
  • It’s easier for people who work from home or can’t move around much to join in
Operational Streamlining
  • Going paperless and using digital systems cuts down on busywork
  • Handling documents online (like using DocuSign) is quicker
  • Using digital tools means you can finish closings faster
  • Spending less time on paperwork means more time for other work
  • Keeping records online makes them easier to find and manage

In short, remote closing helps businesses finish deals quickly and safely, reach more people, and save money. It makes work easier and opens up new chances for growth.

Developing Effective Remote Closing Skills

Communication and Interpersonal Skills

Being good at talking and listening is key for closing deals from anywhere. Here’s how to do it right:

  • Talk clearly and simply about what your product does and why it’s great. Stay away from complicated words.
  • Really listen to what customers are saying and ask questions to understand them better.
  • Try to figure out what’s not being said directly to address any worries or doubts.
  • Be quick to respond, show you care, and always follow through on promises to build trust.
  • Change your approach depending on who you’re talking to.
Technological Proficiency

Knowing how to use tech tools is a must. These tools help with signing contracts online, keeping track of customer info, and making your pitch look good.

  • Get good at using tools that keep track of sales and customer chats.
  • Make your presentations interesting with videos or pictures.
  • Learn how to use e-signature tools like DocuSign for easy online contract signing.
  • Use software to see how your sales are doing and find ways to get better.
  • Be ready to talk on platforms like Zoom or Google Meet, whatever the customer prefers.
Time Management and Organization

Handling many tasks at once means you need to be good at planning your time and keeping things in order.

  • Use online calendars to plan your day and set reminders for important tasks.
  • Keep all your files sorted so you can find what you need quickly.
  • Write down what you talk about with customers so you don’t forget.
  • Regularly check your sales numbers to know where to focus your efforts.

With these skills, you can be great at closing deals without needing to meet in person. You’ll make customers happy and help your business grow.

Step-by-Step Remote Closing Process

Initial Contact and Needs Assessment

The first step is getting in touch with the potential customer and figuring out what they need. Here’s what you do:

  • Start off on the right foot and get to know them
  • Find out what they’re looking for and what problems they have
  • Understand what they really need help with
  • Agree on what a successful outcome looks like

It’s important to listen well and show that you really get where they’re coming from. This helps you come up with a plan that’s just right for them.

Crafting Solutions

Once you know what the customer needs, it’s time to put together a plan that fits those needs perfectly.

You’ll need to:

  • Look at different ways to solve their problem
  • Put together a proposal that explains how your product or service can help
  • Show them the benefits of going with your solution, including how it’s worth the cost
  • Figure out the best price for what you’re offering
  • Plan another chat to go over your proposal

The aim is to convince the customer that you’ve got the best answer to their problem.

Presentation and Negotiation

Next, you’ll talk through your plan with the customer, focusing on how it meets their needs.

This part involves:

  • Answering any last questions they might have
  • Talking about the details, like price and terms, to reach an agreement
  • Getting them ready to say yes to your proposal

Being good at talking things through and dealing with any concerns is key here. You want to make sure the customer feels confident in moving forward.

Agreement Finalization

With a yes from the customer, it’s time to make things official. This step is all about:

  • Sharing and looking over documents together
  • Using e-signature tools like DocuSign to sign off on the deal
  • Handling any payments according to what you’ve agreed on
  • Making sure everyone agrees on what happens next, like delivery times

Using online tools makes this step quick and smooth.

Account Management

After the deal is done, you keep taking care of the customer. This means:

  • Making sure their order is on track and setting things up
  • Helping them get started and providing any training they need
  • Taking care of billing and future payments
  • Checking in with them to keep the relationship strong

The goal is to make sure the customer is happy and feels supported as they start using your product or service.

Essential Digital Tools for Remote Closing

The homepage of a blog titled "The 30+ Best Sales Tools to Fast-track Leads | 2024 List" with an update date and a reading time indication.

When you’re closing deals from anywhere, you need the right online tools to help with talking to people, managing documents, signing them, and handling payments. Here are three top tools that make this process smoother:

PandaDoc

A webpage for PandaDoc promoting their services for creating, managing, tracking, and e-Signing proposals, with a call to action for requesting a demo or starting a free trial.

PandaDoc is a tool that helps you manage documents needed for closing deals online. It lets you:

  • Make documents like proposals and contracts using templates
  • Add your own branding
  • Sign documents online in a way that’s legally okay
  • Keep your documents safe online
  • Work with other tools you use for keeping track of customers and money

With PandaDoc, you can handle all your important documents in one place online, without the mess of paper.

Zapier

A homepage of Zapier with a slogan promoting the automation of apps, inviting users to sign up for their service.

Zapier is a tool that connects different web apps you use. It can do things like:

  • Automatically save new contacts in your storage online
  • Send emails automatically when someone signs a document
  • Set up calendar events when you get payments

Using Zapier means less manual work for your team, making everyone more organized and efficient.

Calendly

The homepage of Calendly, highlighting its scheduling automation platform with options to sign up with Google, Microsoft, or email.

Calendly helps you set up meetings without the back-and-forth. It’s great because:

  • You can tell it when you’re free
  • It works with video call platforms like Zoom and Google Meet
  • It sends out reminders automatically
  • It shows you how well your meeting invites are doing

With Calendly, setting up sales calls or meetings for signing documents is a lot easier and saves time.

By using tools like these, you can make closing deals from afar faster, easier, and all online. Having the right tools is key for teams that want to close deals quickly and without trouble.

Best Practices for Hiring Remote Closers

Develop Target Candidate Profiles

When looking for remote closers, start by knowing exactly what kind of person you need. Think about the skills they should have, like being good at selling over the phone or internet and knowing how to use different online tools. You also want someone who can communicate well and manage their time without someone always checking in on them.

Things to look for:

  • Experience in closing sales
  • Knowledge about what you sell
  • Comfortable with tech, like Zoom, Google Meet, and CRMs
  • Good at talking and working with others
  • Can work well on their own
  • Fits in with the way your team works

Knowing what you’re looking for helps pick the right people from the start.

Ask Role-Specific Interview Questions

Interviews let you see if someone really fits the role. Ask them about:

  • Closing skills – How would they handle a tough sale?
  • Tools knowledge – Are they good with sales software and online meeting tools?
  • Organizational abilities – How do they keep track of what they need to do?
  • Values fit – Do they work well in a team, even when everyone’s not in the same place?

This helps make sure you choose someone who can do the job and fit in with the team.

Structure Thorough Onboarding

Getting new hires ready to work is super important. Make sure they know:

  • Company and industry training – Teach them about your business and what you do.
  • Team introductions – Set up video calls so they can meet everyone.
  • Tools and systems orientation – Show them how to use the tools they’ll need, like your CRM and DocuSign.
  • Documentation – Give them guides on how to do their job well.

A good start helps new people get up to speed quickly and do great work.

The Future of Remote Closing

A person holding a tablet displaying various sales graphs, with a laptop in the background, suggesting a business analytics or performance review scenario.

Remote closing is getting more popular and smarter thanks to new technology. Here’s a look at what’s coming next.

AI and Predictive Analytics

Artificial intelligence (AI) and tools that predict outcomes are going to make selling from a distance even smarter. AI will use data to suggest the best times to sell, how to price things, and how to talk to customers to make them more likely to buy.

For example, AI might tell you the best way to answer a customer’s concerns during a video call on Zoom or Google Meet. It could even predict the entire sales process and show you the best way to close a deal.

Using AI means making decisions based on solid data, not just guesses. This will help salespeople know exactly what to do next to move a deal forward.

Mixed Reality for Immersive Experiences

New technologies like augmented reality (AR) and virtual reality (VR) are making it possible to show products in a really cool and immersive way, even when you’re not in the same place as the customer. Imagine showing a customer around a real estate property virtually or demonstrating a product in a way that feels like they’re really there.

As these technologies get better, remote demos will become more interactive and personalized, making it easier for customers to see and understand what they’re buying.

Centralized Platforms

Imagine having one place online where you can do everything needed to close a deal. This means talking to customers, sharing documents, signing them digitally with tools like DocuSign, and even handling payments, all in one spot.

Integrating tools for customer management, sales, and contracts means everything is connected and runs smoothly. This makes the process of closing deals faster and less complicated.

As tools get better at working together, closing deals from anywhere will become simpler and more efficient. The future is all about making things easier and more flexible for sales teams.

A banner for a company named 'flowi' offering to hire full-time remote talent from South America for just $5 per hour, featuring a smiling woman holding a clipboard.

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Cam Velasco

CEO & Co-Founder

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