Sales closing is a make-or-break moment. No matter how hard you work and how well you design solutions for customers, if you are weak in closing sales, you will suffer in your career. While closing sales comes naturally to some, others can benefit from learning how to effectively use proven closing techniques.
Here are Top 5 closing techniques that will help you become a Sales PRO:
This technique involves using a phrase or language that assumes the close is a done deal. For example, you could close with, “What day do you want to receive your shipment?” or “We can make your process live next Wednesday”.The key is checking frequently on your prospect, gauging their level of interest, objections, and determining if they’re on the same page as you. This technique works best when you’re working with familiar leads, and know that your product is a perfect fit.
This technique works great when you and the prospect have gone through an extensive discussion/ evaluation of your products/services over a period of time and it is now time to switch gears and close the deal.
Take some time to summarize all the benefits of your product/services, and the main value points it would bring to your prospect. You can also use this to make distinctions/comparisons between two or three possible options you’re offering, to help remind your prospect of what all their options are.
Probing your prospect is the best way to gauge his needs, desires, and problems. The concept is that asking your prospect probing questions can force them to actually explain why something does or doesn’t work for them. Ask them why you can’t proceed with the trial, why our solution {with x feature} wouldn’t solve their problem, why they want to delay the purchase of solution, and so on. Such questions give you a far better opportunity to explain why your product/solution meets their needs. This technique allows the sales rep to address outstanding objections while gaining a commitment at the same time.
For example: “In your opinion, do you think my services are going to solve your customer management issues?”
The question helps you to understand whether the prospect is convinced with your solution and will take the next step for purchasing it. If the answer is ‘no’ it remains their opinion (might not be the truth), thereby allowing you to continue to sell and convince. If the answer is ‘yes,’ then of course you will seal the deal in the next step through payment or legal agreement
In a sales engagement, reps should endeavor to:
Satisfying a prospect’s needs is the best way to make them buy your product and that’s what the Needs Close sales technique does. First, list the things the prospect said they needed from your product or service. Then review the list against your product or service and start ticking off the ones that match. The more boxes ticked, the better fit the product is for the prospect and the more chances of closing.
The Needs close technique works best in situations where the prospect isn’t sure of how your product or service is going to benefit them. By listing down and ticking off the matching ones, you are showing the prospect how your product is helping them and fulfilling their needs one by one.
If you want to push a customer to make a purchase right away, try offering them some kind of special benefits. For example:
This technique works because it creates a sense of urgency and the fear of missing out on a discount nudge the prospect to make the purchase decision. Of course, you should always establish value before offering a discount or promotion.
While the various sales closing techniques can help you close a sale, it goes without saying that a single closing technique doesn’t work for every prospect – It’s not magic. It depends heavily on many factors like the type of prospect you’re dealing with, his/her needs, deal size, opportunities, and so on.
The art of closing isn’t something one can master over a few days or few weeks, it takes time and practice and none of these sales closing techniques will work efficiently unless and until you have practiced it many times. Being skilled at closing is perhaps one of the most important techniques a salesperson can master. Find a mentor or fellow salesperson who excels at it and you can learn from them as well.
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