Sales Recruiting:
Closing is often treated as a mystical skill, but in reality it is the sum of many concrete behaviors: understanding customer needs, articulating value, managing stakeholders, handling objections, and guiding the decision-making process. To assess a candidate’s ability to close, you need to see how they think and act across these dimensions.
Use detailed deal walk-throughs
Ask the candidate to walk you through recent deals, step by step:
- How did the opportunity originate?
- What problem was the customer trying to solve?
- Who were the stakeholders involved?
- What objections came up and how were they handled?
- How was the final decision made?
Good closers can explain not just what happened, but why it happened. They know where they had leverage, where they were at risk, and how they navigated both.
Role-play closing scenarios
Simulated conversations reveal a lot. For example:
- Start with a prospect who is interested but hesitant on price or timing.
- Ask the candidate to run a short discovery recap and move toward a close.
- Introduce a realistic objection or a last-minute stakeholder concern.
Evaluate how well they listen, reframe value, and propose next steps. Are they pushy, passive, or consultative? Do they ask for the decision clearly and confidently?
Evaluate objection-handling depth
Closing rarely happens without resistance. Ask questions like:
- “What are the most common objections you hear, and how do you respond?”
- “Tell me about a deal you salvaged after a major objection or setback.”
Look for specific language, not generalities. Skilled closers can recite word-for-word phrases they’ve refined over time.
Assess confidence and composure
Closing conversations are often emotionally charged—for both buyer and seller. Notice how the candidate responds to challenging questions in the interview. Do they remain composed? Can they think on their feet? Do they balance confidence with respect?
Check references with closing in mind
When speaking with former managers, ask directly:
- “How did this rep perform at the bottom of the funnel?”
- “Did they struggle more with prospecting, mid-funnel, or closing?”
- “Would you trust them with your most important deals?”
Closing is not a single moment at the end of the cycle; it is the cumulative effect of everything done along the way. By examining how a candidate manages deals from start to finish, and by simulating closing situations, you gain a realistic view of how they’ll perform once they’re responsible for your revenue.