Definition: What is a closer? In sales and marketing, a “closer” refers to an individual who excels at concluding or finalizing a deal, sale, or agreement. This person typically possesses strong persuasive skills, an understanding of customer needs, and the ability to overcome objections effectively.
Using a closer within a sales funnel is generally a better idea when the deal size is large as OTE for sales roles, especially senior, is quite high and no one wants to spend time on conversation about a simple purchase that is well marketed.
Many movies depict the challenges and extremes of closer culture including Boiler Room, The Wolf of Wallstreet, Glengarry Glen Ross, where Alex Baldwin’s character put two of the most famous sales phrases into the jargon dictionary: ABC Always Be Closing and Coffee Is for Closers.
Closers are often brought in during the final stages of a sales process to ensure a successful transaction.
In our work auditing sales funnels, we sometimes see a lack of closer causing a company to question all of their marketing strategies.
While BANT is an important concept for closers to understand, it doesn’t apply in deal pipes that aren’t full or where the product or service isn’t already well-defined in the marketplace so a philosophical BANTist is not a good fit as a closer. A better fit is a creative closer who loves educating his clients and can make something out of nothing.
Use It In a Sentence: After several weeks of negotiations, the team brought in their best closer to seal the deal with the hesitant client.
Related Definitions: Gatekeeper Definition, Hunter Definition, Closing Rate Definition, Incentive Definition and Closing Rate
Useful Posts: Try Our New Service – Software Architecture Maturity Assessment
Courses: Bottom of Funnel: Relational/High-Dollar Closing
