Although the concept of remote closing was initially applied only to real estate transactions, after the pandemic spurred a massive shift toward digital and remote work, it gained popularity and took on a broader meaning. Today, remote closings refer to any deal negotiated and closed online.
In this article, we’ll dive deeper into what remote closing is in the post-pandemic business environment, what a remote worker operating in this area does, and how to become a remote closer. We’ll tell you all about the skills and qualities you should possess to leverage it as a career and become successful.
What Is Remote Closing?
Remote closing is a sales process that allows salespeople to secure deals without being physically present with the customer. It is sometimes referred to as “high-ticket” or “inbound” closing because it is typically used for high-value sales, such as homes or other expensive products, and inbound sales where the customer has already shown interest in the product or service.
The remote closing process is based on a sales model that involves several stages, including lead generation, qualification, presentation, objection handling, and closing. The primary goal is to persuade potential customers to purchase a product or service by highlighting its benefits and addressing any concerns or objections they may have.
In remote closings, salespeople rely on the help of digital communication tools like Google Meet and Zoom to conduct meetings, presentations, demos, and negotiations with potential customers from anywhere in the world. They also use digital tools to sign closing documents, like e-signature tools (e.g., DocuSign) and other digital notary tools to authenticate and attest signatures.
This way of closing deals helps provide a more convenient, personalized, and interactive experience for both parties involved while saving time and money on travel and expenses. The only requirement is having a reliable internet connection.
It’s important to note here that not all remote closings can be fully virtual if they need to be notarized. In the US the rules can vary by state. To date, only 43 states have enacted Remote Online Notarization (RON) laws that provide a legal framework for the remote notarization of documents without both parties being physically present at the closing table.
What is the Salary of a Remote Closer?
The job of a remote closer is to persuade potential customers to purchase a product or service through one-on-one calls. They are responsible for “closing” sales by answering questions, handling objections, and convincing potential customers to make a purchase.
Remote closers typically work closely with appointment setters, who identify potential customers who have shown interest in the product or service. The appointment setters then set up calls between the remote closer and the warm prospects to present and discuss the offer in more detail.
What Is The Salary of a Remote Closer?
Remote closers are paid a commission for every sale they make, either as a percentage of the sale price or a flat fee, which can vary greatly depending on the industry and the company they work for. According to ZipRecruiter, the average salary for a remote closer in the US is around $6,508 per month or $78,097 per year.
Remote closer roles can also be outsourced to nearshore locations like Latin America (LatAm), where labor costs may be lower. This can provide companies access to a larger pool of talent and lower overhead costs while allowing them to expand their sales reach to new markets.
(To learn more about roles that can be outsourced to LatAm, read our article on 14 roles US companies can easily outsource to nearshore locations.)
How To Become a Remote Closer?
If you want to get hired for a remote closer job, gaining experience is crucial. Most employers require experience in sales or appointment setting, so the best way to start is by getting an appointment setter job. This provides an opportunity to learn first-hand about the sales process and to acquire the necessary skills and experience.
Another way to gain experience is by working in a related field, such as customer service or marketing. These roles provide transferable skills that can be extremely valuable for a remote closer position, such as effective communication, problem-solving, and relationship building.
The interview process for a remote closer may involve questions about sales techniques, objection handling, and customer relationship management. If you want to be better prepared, check out our previous article to see what questions to expect.
Learn sales techniques
In addition to gaining experience, it’s imperative to have a strong understanding of sales techniques and strategies. While having a formal education in sales, marketing, business, or related fields is not required, it can be an advantage for some employers who prefer candidates with a degree.
Here are the top three ways to learn sales techniques:
- Enroll in skill-building programs. Signing up for online skill-building programs, such as the Remote Closing Academy or other online courses, can provide a structured learning environment that covers the fundamentals of sales, including cold calling, handling objections, and closing techniques.
- Read books. There are many great books about sales techniques, ranging from classic works like How to Win Friends and Influence People by Dale Carnegie and The Psychology of Persuasion by Robert Cialdini (although it’s known for learning to protect yourself from persuasion techniques, it also teaches you how to persuade) to more recent books like Spin Selling by Neil Rackham.
- Follow sales blogs, YouTube, or social media channels. Sales professionals and experts often share their knowledge and insights through blogs, podcasts, and YouTube channels. By following these sources, you can stay up-to-date on the latest sales techniques and best practices and even learn from other people’s mistakes.
Bonus tip: Network with professionals in the industry to gain valuable insights and opportunities for growth.
Look for the right offer
Having the right offer to sell is the key to determining your success in remote closing. This means looking for products and services that solve a common problem or pain point and offer a clear benefit or advantage over the competition.
Research proof of the product’s success. This can include case studies, testimonials, or sales data to determine whether the product is a good fit for your skills and experience and ensure that you’re spending your time and energy on something that actually sells.
In addition to evaluating the offer itself, ensure that the business you’re going to work for already has an inbound lead flow; this will make it easier for you to connect with interested prospects and close sales. A steady stream of inbound leads can also result in a consistent flow of commissions and income.
Improve your craft
To be a successful remote closer, it’s also crucial to continually improve and hone your craft. This is because most remote closing positions require a certain level of key performance indicators (KPIs) to be met to stay in the role.
Here are three top ways to improve your remote closing skills:
- Participate in sales and public speaking training. Training programs, webinars, or online courses can teach you how to communicate your value proposition effectively and articulate counterarguments to customers’ objections, making you more effective in your role.
- Do mock calls and role-plays. Practice makes perfect, and the same is true for remote closing. Mock calls and role-plays with colleagues or friends can help you refine your sales pitch and communication skills and prepare for different scenarios, making you better equipped to handle real-life situations.
- Find a mentor. A mentor can provide valuable feedback and guidance, share their experiences and insights, and help you navigate challenges and roadblocks that you may encounter in your role. They can also help you set goals and develop a plan for continuous improvement.
What Are the Qualities of a Successful Remote Closer?
There are many qualities a remote closer should possess. Below, we list the essential ones:
- Critical thinking. Being able to quickly analyze or anticipate the customer’s needs and respond to objections effectively can help you tailor your sales pitch to them and make it more effective and persuasive.
- Emotional intelligence. Being able to quickly read and understand your client’s emotions and pick up on verbal and non-verbal cues are essential skills in the remote closing industry. They can help you build a stronger rapport with your clients and better tailor your message to their specific needs, which is critical to building trust and closing the sale.
- Goal-oriented. By knowing how to set clear goals and working toward them consistently, you can build more resilience that will help you stay focused and motivated even when faced with challenges or setbacks.
With technology advancements and remote work becoming the rule rather than the exception, the need for skilled professionals who can successfully perform remote closings is increasing at a skyrocketing speed.
This presents a lucrative opportunity for individuals to work from anywhere, eliminate commuting costs, and turn their remote job into a rewarding career.
We hope this article has shed more light on what remote closing is and provided everything you need to take the leap.
If you’re a US company looking to scale your team with remote workers, Near can help you find top talent from LatAm. We help US companies save on salary costs by hiring experienced professionals at lower rates than US-based workers. Check out our Salary Guide: US vs. LatAm to see how much you could save.