Close Deals Faster: 5 Selling Factors to Consider

Not All Sales Factors Are Equal — How to Close Deals Faster

Selling complex solutions has never been more challenging — and not all factors that close deals faster carry the same weight. Some actions, insights, and strategies clearly accelerate results, while others barely move the needle. Why is this the case?

Buyers today are more informed, more discerning, and less willing to wait. At the same time, sales teams face a growing web of decision makers, buyers who are often further along in their journey before engaging, and a paradox: buyers are more risk-averse yet feel empowered to demand more from every interaction.

This landscape makes it critical to equip your sales force with more than product knowledge. Sales reps need the insight, agility, and strategies to navigate complex buyer dynamics, anticipate objections, and prioritize the actions that genuinely speed deals toward closure. The better prepared your team is, the more effectively they can focus on the high-impact factors that truly drive success.

5 Sales Factors to Get Right
Based upon over 20 years of solution selling training here are five solution selling factors to close deals faster despite the increasing difficulties of selling complex solutions today.

1. Prioritize with Precision
   Focus relentlessly on your ideal clients — those who truly recognize and value your unique value proposition. Chasing every opportunity dilutes effort and slows results. Your sales team should target only those prospects with the highest likelihood of a meaningful win.

   Implement an opportunity rating system aligned with your sales strategy and organizational culture. This system should guide how every lead is qualified, ranked, and pursued, ensuring your team invests time where it counts most.

   If your win rate falls below 50%, it’s a clear signal that your qualification process needs tightening. Maximizing sales performance isn’t about working harder — it’s about working smarter. Prioritization done right separates high performing sales teams from the rest.

2. Don’t Do It Alone
   A high-performing sales team leverages the full spectrum of its strengths. Success isn’t just about individual effort — it’s about aligning toward the shared goal of driving profitable revenue and enabling customer success. When the team works cohesively, the collective impact far exceeds what any single rep could achieve.

   Tap into every resource available — from teammates to marketing assets, from internal subject matter experts to executive-level connections. The right support can turn a challenging opportunity into a strategic win.

   For significant deals, adopt a team-based sales approach. Pursue them with coordinated energy and focus rather than as a lone wolf. Collaboration often transforms large, complex opportunities into achievable victories.

3. Document Your Sales Plan
   Following your proven sales process is essential — but each opportunity demands a tailored approach. Map out your goals step by step, and put them in writing. A documented plan increases the likelihood that you’ll stay on track and execute what you know works.

   Share your sales call plan with your team for input. Invite feedback on what you may have overlooked and where your approach could be strengthened. Testing your plan from multiple perspectives, especially the buyer’s, helps ensure you’re aligned with their decision-making process and priorities — the closer your plan mirrors the buyer’s journey, the smoother the path to closing.

4. Think Laterally
   Look beyond a single contact and consider the perspectives of the entire buying group. Understand what each stakeholder values, both professionally and personally, and address their priorities wherever possible. When it’s not feasible to satisfy everyone, identify a champion — someone with influence who believes in you and your solution.

   Equip your champion to advocate effectively on your behalf. Provide them with the insights, evidence, and messaging they need to present your solution clearly, persuasively, and with impact. A well-prepared champion can open doors and accelerate the path to a successful deal.

5. Add Visible Value
   Ensure every client interaction delivers clear value. Senior-level buyers, in particular, expect to be educated and inspired quickly — what can you offer that helps them succeed in their role?

   Clients are constantly seeking new ideas and insights. Leverage your team’s collective knowledge to bring fresh perspectives to the conversation. Focus on enabling their success first; when clients see tangible value, the path to closing the deal becomes far smoother.

The Bottom Line
Never approach a sale without a clear plan and a genuine commitment to your client’s success. Thoughtful preparation allows you to prioritize opportunities strategically and approach each interaction with confidence and focus. When you combine that preparation with consistently adding value at every step, you not only move deals forward — you build trust, credibility, and long-term client relationships.

To learn more solution selling factors to boost sales, download The Top 30 Effective Sales Questions that Matter Most When Selling Solutions

Tristam Brown

Tristam Brown is a seasoned business consultant and organizational development expert with more than three decades of experience helping organizations accelerate performance, build high-impact teams, and turn strategy into execution. As CEO of LSA Global, he works with leaders to get and stay aligned™ through research-backed strategy, culture, and talent solutions that produce measurable, business-critical results. See full bio.