Are you having trouble closing sales? You’re not alone. Many people find it difficult to seal the deal, but with a little bit of effort and these seven tips for closing sales, you are good to go.
7 Sales Closing Techniques and Why They Work
Closing is the most important moment in sales. It is important to choose the right phrases to close a sale. This moment will likely be the last to decide if your efforts are worth it.
Salespeople are not the only ones who feel anxious about closing a sale. But, closing a sale would be much more exciting if it were not for that sense of risk. This drives salespeople to strive for more.
Sales professionals are expected to achieve the highest possible win rates. Therefore, there have been many closing sales techniques over the years.
Here are some proven tips for closing sales and their benefits.
Tips for Closing Sales
- You can close the deal now or never.
- Sharp Angle Closes
- Question Closes
- Assumptive Closes
- Takeaway closes
- Soft Closes
There are many ways to close a deal with a prospect. Here are some of the options:
1. You can close the deal now or never
Here, salespeople offer a special benefit that will prompt immediate purchase. Take this example:
- “This one is the last at this price.”
- “We have a 20%
discount for customers who sign upnow.”
- “If I buy your order now, I can speed track you to the top of the implementation queue.”
This technique works because it creates urgency, and can overcome inertia if prospects want to purchase but are unable to do so. This is a proven method to close a sale over the phone because you have their full attention in real time. Before you offer a discount, promotion or other type of discount, it is important to establish value.
Salespeople use this closing technique to remind prospects of the items they are likely to buy (stressing their value, benefits, etc.) in order for them to sign the prospect. Here’s an example:
“So, we have the Centrifab washing machine with brushless motors, the 10-year comprehensive warrantee, and our free delivery and installation service. When is the best time for delivery? ”
You’re helping prospects to visualize the benefits of the deal by combining previously agreed-upon points in one attractive package.
3. Sharp Angle Closes
Prospects will often ask for price cuts or ad-ons, because they know they are in control. To catch these prospects off guard, make sure you have the approval of your sales manager.
They will ask if you would add on some additional hours of onboarding at a reduced rate. You will reply “Yes.” But if you do that for me, will you sign it today?” They won’t expect this answer, first because they asked and second because you have proposed closing today.
These canned sales closing techniques may seem a bit old-fashioned. They may seem a bit too salesy, especially in light of the rise in inbound sales.
Particularly, the concept of closing must include all incremental agreements that you make during a sales process, not just the final purchase.
Reps should strive to:
- Find out the customer needs.
- Communicate clearly how certain products or services can be a cost-effective and satisfactory solution for your business needs.
If these two conditions are met, there should not be any barrier to closure. At that point, the closing question can be directly asked.
Keep track of all information collected at this stage in a free CRM. Although the data may not be immediately useful, keeping track of objections can help you organizationally improve your organization and close more deals.
4. Close Question
It is essential that reps ask probing questions of prospects to help them achieve these two fundamental goals. Effective salespeople are focused on closing the sale as soon as they have a conversation with a prospect. They develop the client’s desire to buy by asking a series of questions.
You can even close the sale by asking a question. This
This question will allow you to determine if the prospect is interested in your product. If they answer ‘no’, it is their opinion (not yet truth) and you can continue to sell. If the answer to the question is “yes”, then you can sign on the dotted line.
Another question: “Is there any reason we can’t proceed to the shipment?” “
This question can be used to ask for closure or additional information about why the customer isn’t convinced. It’s win-win.
5. Assumptive Closes
This closing technique relies on positive thinking. It can have a tremendous impact on the rest of your sales process if you believe that the first piece of your email outreach will close the deal.
It is important to monitor your prospect’s interest and engagement throughout the meeting. Ask your prospect after a meeting or call to ask “Did this presentation align your expectations?” If they have just received new information about your product, ask “Does it sound like something that would benefit your company?” Is this a solution that addresses a specific problem or solves a specific problem?
You’ll bring authority and direction to your sales process by keeping your ears to the ground and being clear about your intent.
6. Take Away Closes
If you have children, then you already know that they will be more interested in toys if you give them. This psychological technique can be used to your benefit with your prospects.
If they aren’t willing to pay a price, take away a feature or service and then present the discounted offer. They will likely be more interested in the part you took than the discounted price.
7. Soft Closes
Soft close is a way to demonstrate the benefits of your product to your prospect and then ask them a low-impact question about whether they are open to learning more.
For example, Is it possible to reduce widget maintenance by 25%, and increase widget productivity 15%?
You have clearly stated the benefits without making any sudden demands.
This eliminates their need for commitment to you in any way and allows you to learn more about their business needs.
What to do after closing a sale
It’s time for celebrations once you have closed the sale! Before you give your team high-fives, make sure to tie up all loose ends. Here are some sales tips for closing deals.
- Enter . Your sales leaders will be grateful for this. Logging your deal will keep your team on track for forecasting and keep your sales pipeline current.
the deal in your salesprogram
- Introduce the next team — It is likely that closing a deal is only one step in the customer’s journey with your business. To get onboarded, they might need to talk to customer success or support. To ensure smooth transitions into the next stage of the process, set up an e-introduction for the person taking over.
- Follow up within a few days – Simply checking in with your customer to see how they feel about their purchase will go far in building trust and customer loyalty. You can quickly help the customer or find someone who can.
These techniques seal the deal
Salespeople should know the best tips for closing sales. Find a mentor or colleague who is an expert on closing sales to learn the best methods.