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Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all. You're not the only salesperson who feels apprehensive about the close. However, without that feeling of risk, successfully closing a sale wouldn't be so thrilling — which drives salespeople to continually strive for more. Because sales professionals are expected to generate the best possible win rates for their effort, a large number of closing sales techniques have been developed over the years. Here are a few proven closing techniques, and why they're so effective.
To close a sale with a prospect, there are many techniques you can employ. Here are a few of them: Traditional Sales Closing TechniquesTraditional sales closing techniques usually employ some psychological tricks designed to give that final nudge. Here are two of the most common. 1. Now or Never ClosesThis is where salespeople make an offer that includes a special benefit that prompts immediate purchase. For example:
This technique works because it creates a sense of urgency and can help overcome inertia when a prospect wants to buy — but for some reason isn't pulling the trigger. It's also a tried and true method for closing a sale over the phone because you have the person's undivided attention in real-time. Of course, you should always establish value before offering a discount or promotion. 2. Summary ClosesSalespeople who use this closing technique reiterate the items the customer is hopefully purchasing (stressing the value and benefits) in an effort to get the prospect to sign. For example: “So we have the Centrifab washing machine with brushless motor, the 10-year comprehensive guarantee, and our free delivery and installation service. When would be a good time to deliver?” By summarizing previously agreed-upon points into one impressive package, you're helping prospects visualize what they're truly getting out of the deal. 3. Sharp Angle ClosesProspects often ask for price reductions or ad-ons because they know they have the upper hand — and they also know you expect it. If you have approval from your sales manager to do so, try the sharp angle close technique to catch these prospects by surprise. When they ask, "Could you add on a few extra hours of onboarding at a discounted rate?" reply, "Sure. But if I do that for you, will you sign the contract today?" It's likely they won't be expecting this response — first, because you agreed to their request, and second, because you've proposed closing today. Modern Sales Closing TechniquesThese canned closing techniques probably seem a little old-fashioned. Perhaps they strike you as a little too "salesy," particularly in light of the rise of inbound sales. In particular, the idea of closing itself needs to encompass any and all incremental agreements you secure throughout a sales process —not just the moment of final purchase. In a sales engagement, reps should endeavor to:
If these two requirements are properly achieved, then there should be no barrier to closure. The closing question can be asked directly at that point. Quick reminder: Be sure to track all of the information you collect at this stage in a free CRM. The data might not seem immediately useful, but keeping track of objections from a prospect can help you organizationally improve and close more deals in the long run. 4. Question ClosesTo achieve these two foundational goals, it's imperative that reps ask prospects probing questions. Effective salespeople focus on closing a sale as soon as a conversation with a prospect begins. Through a series of questions, they develop desire in the client and eliminate every objection to purchase. One can even close the sale in the form of a question, which allows the rep to address outstanding objections while gaining a commitment at the same time. For example: “In your opinion, does what I am offering solve your problem?” The question allows you to discover whether the prospect is sold on your product while keeping the door open for further selling. If the answer is ‘no’ it remains their opinion (not yet the truth), thereby allowing you to continue to sell. If the answer is ‘yes,’ then signing on the dotted line is the next step. Here's another question close: “Is there any reason why we can't proceed with the shipment?" This question asks either for closure or more information as to why the customer isn’t quite convinced. It’s win-win. 5. Assumptive ClosesThis closing technique draws on the power of positive thinking. If you believe, from the first piece of email outreach, you will close this deal, it can have an incredible effect on the rest of the sales process. What's important here is to closely monitor your prospect's interest, engagement, and objections throughout. After a call or meeting, ask, "Did this presentation align with your expectations?" If you've just provided them with new information about your product or service, ask, "Does this sound like something that would be valuable to your company? Does this meet a specific need or pain point?" By keeping your ear to the ground — and assuming good intent from the start — you'll bring an authority and direction to your sales process that wouldn't be there otherwise. 6. Take Away ClosesIf you have kids, you've likely noticed if you take a toy away from them — they'll want it more than ever. Use this similar psychological practice on your prospects. If they're balking on price, remove a feature or service and present the discounted offer to them. It's likely, they'll be thinking about the part you removed rather than the discounted price. 7. Soft ClosesThe soft close is a way to show your prospect the benefit of your product and then ask a low-impact question to ascertain whether they'd be open to learning more. For example, "If I could reduce widget maintenance by 25% and increase widget productivity by 15%, would you be interested in learning more?" You've clearly stated the benefits without making any demands or sudden requests. If the example above still seems too direct, you could ask, "If I told you I could reduce widget maintenance by 25% and increase widget productivity by 15%, would that align with your company goals?" This removes their need to commit to you in the slightest, and gives you more time to learn about their business needs. What To Do After Closing a SaleOnce you've closed the sale, it's time to celebrate! But don't forget to tie up any loose ends before you high-five your team. Here are a few pro-tips for what to do after closing the deal.
Seal The Deal With These TechniquesBeing skilled at closing is arguably one of the most important techniques a salesperson can master. Find a mentor or fellow salesperson who excels at it to help you implement these best practices. Editor's note: This post was originally published in October 2019 and has been updated for comprehensiveness.Which of the following is a difference between canned sales presentations and organized sales presentations?Which of the following is a difference between canned sales presentations and organized sales presentations? Canned sales presentations do not encourage buyers to participate in the interaction, whereas organized sales presentations have a high level of customer involvement. Which of the following is true of an organized sales presentation?Which of the following is true of an organized sales presentation? It is a sales dialogue with a high level of customer involvement. Which statement best describes the relationship between sales calls and sales dialogues?Which of the following best describes the relationship between sales calls and sales dialogues? Sales dialogue refers to business conversations that could include one or more sales calls. What is a major advantage of effective written sales proposals?It proves that you deeply understand your potential buyer's needs, based on their request for proposal (RFP). It convinces your prospect that you're the best solution for them. A great proposal links the challenges your prospect faces with the benefits of your offer. Why organized sales dialogues and presentations are more frequently used than canned presentations or written sales proposals?Why? Most salespeople use organized sales dialogues and presentations because they provide greater flexibility and effective interaction with the prospective customer. This form of interaction allows salespeople to learn about their customers' needs and then customize solutions to those needs.
Which of the following is a difference between canned sales presentations and organized sales presentations?Which of the following is a difference between canned sales presentations and organized sales presentations? Canned sales presentations do not encourage buyers to participate in the interaction, whereas organized sales presentations have a high level of customer involvement.
Which term refers to a business conversation between a buyer and seller that occurs as a salesperson attempts to initiate develop and enhance a customer relationship?sales call. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business. sales dialogue. Business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.
How should a salesperson differentiate between features and benefits when making a sales presentation?Features are aspects of your product, which could be technical or descriptive. Benefits are why that feature matters for your customers. In other words, how that feature makes their life better. Features tell customers what, and benefits tell customers why.
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