Introduction.
Closing a sale is a crucial step in the sales process, and salespeople need to have a set of techniques to close deals effectively. The ability to close a sale can mean the difference between a successful business and one that struggles to keep its doors open. This guide will explore seven different closing techniques and why they work. We will also provide examples and tips on how to implement them. Understanding and mastering these techniques can help salespeople increase their closing rate and boost their productivity and, ultimately, their income. Whether you’re a seasoned sales professional and have memorised Zig Ziglars lifes work or just starting, mastering the art of closing can help you achieve your sales goals and succeed in the competitive sales world.
1. Now or Never Closes
Explanation of the technique
The “Now or Never” closing technique is a powerful tool that creates a sense of urgency and prompts the customer to make a decision. This technique is based on the principle that people tend to take action with limited time. Creating a sense of urgency can motivate the customer to decide quickly rather than putting it off.
How it works
The basic idea behind the “Now or Never” closing technique is to offer the customer a limited-time offer, such as a discount or bonus, that expires soon. This creates a sense of urgency in the customer’s mind and encourages them to act now before they miss out on the opportunity.
Examples
For example, you can say, “This offer is only available for the next 24 hours. After that, the price will return to the original price, and this bonus will no longer be available. So, if you want to take advantage of this offer, you need to must.”
It is important to note that the offer should be genuine, and the time limit should be realistic; otherwise, it loses its credibility and effectiveness. Additionally, it’s essential to respect the customer’s decisions, whether they buy or not.
The Now or Never closing technique can increase sales by creating a sense of urgency. It can be beneficial when dealing with customers who delay their decision-making.
2. Summary Closes
Explanation of the technique
The Summary Closing technique brings the customer’s attention back to the sales pitch’s critical points and emphasises the product’s or service’s benefits. This technique aims to help the customer decide by summarising the key selling points and highlighting the value they will get from making a purchase.
How it works
The Summary Closing technique begins by reviewing the product’s or service’s main benefits and how they will meet the customer’s needs. This is done by summarising the key points discussed during the sales pitch, such as features, benefits, and value proposition. The salesperson then asks the customer if they can see the value in making a purchase.
Examples
For example, you can say something like: “So, to summarise, our product is designed to save you time and money by automating certain tasks; it also comes with 24/7 customer support and a 30-day money-back guarantee. Can you see the value in making this investment for your business?”
The summary closing technique is an effective way to help the customer decide by reminding them of the benefits and value they will gain from making a purchase. It also allows the salesperson to gauge the customer’s level of interest and identify any objections that may need to be addressed before closing the sale.
The summary closing technique should be used after the customer has asked questions and is ready to decide. By summarising the key points of the sales pitch, the salesperson can make it easy for the customer to see the value of the product or service and decide to buy.
3. Sharp Angle Closes
Explanation of the technique
The Sharp Angle Closing technique redirects the customer’s attention towards the most compelling aspect of the product or service to close the sale. This technique aims to make the customer see the product or service in a new light and decide based on the most compelling feature.
How it works
The Sharp Angle Closing technique begins by identifying the product’s or service’s most compelling aspect and highlighting it as the key selling point. This could be a unique feature, a competitive advantage, or a benefit that the customer has expressed interest in. The salesperson then focuses on this aspect to redirect the customer’s attention towards the product or service and away from any objections they may have.
Examples
For example, you can say something like: “I understand that price may be a concern for you, but let me remind you of the unique feature of our product that sets us apart from the competition, which is the ability to customise the product to your specific needs. This feature alone can save you a lot of time and money in the long run. Can you see how this feature can benefit your business?”
The Sharp Angle Closing technique effectively closes a sale by redirecting the customer’s attention to the most compelling product or service aspect. It allows the salesperson to overcome objections and refocus the customer’s attention on the value that the product or service can provide. It’s important to note that this technique should be used after the customer has had the chance to ask questions and is ready to make a decision.
4. Question Closes
Explanation of the technique
The “question closes” technique in sales uses questions to guide a potential customer towards making a purchase. The idea is to ask questions to help customers identify their needs and how the sold product or service can meet those needs. The ultimate goal is to lead the customer to the point where they are ready to make a purchase, and the final question asks them to do so,
How it works
The question closes technique uses a series of questions to guide the customer through the sales process. The salesperson starts by asking open-ended questions to understand the customer’s needs and pain points. As the conversation progresses, the salesperson uses this information to tailor their pitch and present solutions that align with the customer’s needs.
Examples
The salesperson may ask questions such as “How does this solution sound to you?” or “Would you be interested in learning more about this option?” to gauge the customer’s interest. As the customer’s interest grows, the salesperson can use questions to move the customer closer to making a purchase, such as “Are you ready to move forward with this solution?” or “Can I go ahead and process your order?”
The goal of the question closes technique is to use questions to guide the customer through the sales process and make it feel as natural as possible. It is a subtle way to influence the customer without being overly pushy or aggressive.
5. Assumptive Closes
Explanation of the technique
The assumptive close is a technique used in sales to guide the customer towards purchasing by making assumptions about the customer’s intentions. The idea is to present the customer with the belief that they are ready to make a purchase and then ask them to confirm it.
How it works
The assumptive close works by making assumptions about the customer’s intentions and then asking them to confirm them. The salesperson presents the customer with the assumption that they are ready to make a purchase and asks them to confirm it.
Examples
For example, the salesperson might say, “I can see that you’re impressed with our product, and I think it would be a perfect fit for your needs. Would you like to go ahead and place an order?” This statement assumes that the customer is impressed with the product and that it would be a good fit for their needs, and it also asks them to confirm that they are ready to make a purchase.
Another example is, “Based on your interest and the benefits you’ve mentioned; our premium package would be the best fit for you. Shall I go ahead and process that for you?” This statement assumes that the customer is interested and that the premium package would be the best fit for their needs, and it also asks them to confirm that they want to proceed with the purchase.
The goal of the assumptive close is to make it feel as natural as possible for the customer to make a purchase. By assuming that the customer is ready to buy and then asking them to confirm it, the salesperson can guide the customer towards deciding without being overly pushy or aggressive.
It’s important to note that the assumptive close should be used carefully only when the customer has shown enough interest and readiness to purchase. Otherwise, it could come across as pushy or insincere.
6. Take Away Closes
Explanation of the technique
The takeaway closing technique is a sales technique that involves creating a sense of urgency by implying that the customer may miss out on an opportunity if they don’t make a decision quickly. The idea is to make the customer feel like they must decide right away to take advantage of a limited-time offer because the product or service is in high demand and may not be available later.
How it works
The takeaway closing technique creates a sense of urgency. It makes the customer feel like they need to decide quickly to take advantage of a limited-time offer or because the product or service is in high demand and may not be available later.
Examples
The salesperson might use statements such as “I’m sorry, but this offer is only available until the end of the day” or “I have another appointment in 15 minutes. Can we make a decision now?” to create a sense of urgency and pressure the customer to make a decision.
Another example would be, “This product is top-rated, and we’re running low on stock; I’m afraid it may not be available if you decide to come back later.” This statement implies that the customer may miss out on the opportunity to buy the product if they don’t decide now.
The takeaway closing technique is meant to be used when the customer is on the fence about making a purchase. It can be an excellent way to create a sense of urgency and motivate the customer to decide, but it should be used carefully as it could come across as pushy or aggressive if not done correctly.
It’s essential to use it with good judgement and be sure that the product or service is truly in high demand and that the offer is genuinely limited time. It’s also essential to understand the customer’s needs and be sure that the product or service aligns with those needs.
7. Soft Closes
Explanation of the technique
Soft sales closes are techniques that gently guide a customer towards purchasing without being too pushy or aggressive. These techniques make the sales process natural and less pressured for the customer.
How it works
Soft closes aim to make the sales process natural and less pressured for the customer by allowing them to make the final decision. These techniques are meant to be used subtly and in combination with other sales techniques, such as building rapport, understanding customer needs, and presenting solutions that align with those needs. It is essential to use them to align with the customer’s needs and preferences.
Some examples of soft closes include:
The “feel, felt, found” technique involves acknowledging the customer’s concerns or objections and then addressing them by sharing similar experiences other customers have had. For example, “I understand how you feel, some of our other customers have felt the same way, but what they found was that our product helped them solve their problem.”
The “alternative choice close” technique involves presenting the customer with two or more options and asking them to choose one, making them feel like they are in control of the decision-making process. For example, “We have two options available, option A and option B; which one do you think would be the best fit for your needs?”
The “Ben Franklin close” technique involves listing the pros and cons of making a purchase and asking the customer to weigh them against each other. For example, “Let’s take a moment to consider the pros and cons of this purchase; on the one hand, it will save you time and money in the long run, but on the other hand, it does have an upfront cost. Which one do you think outweighs the other?”
Conclusion and next steps for the sales process
In conclusion, closing a sale is an essential step in the sales process, and various techniques can be used to guide the customer towards making a purchase. Techniques such as the question close, assumptive close, take away close, and soft closes are all effective methods for closing a sale. However, it’s essential to use them with good judgement and be sure that the product or service aligns with the customer’s needs.
After the sale, it’s essential to follow up with the customer to ensure they are satisfied with their purchase and to build a long-term relationship with them. Tips such as sending a thank you note, scheduling a follow-up call, asking for feedback, staying in touch, offering incentives for repeat business, using customer data, keeping it professional, and being responsive can all help in this process.
The following steps in the sales process after closing the sale may include the following:
- Providing excellent customer service by addressing any issues or concerns the customer may have
- Fulfilling the order and delivering the product or service
- Following up with the customer to ensure they are satisfied with their purchase
- Upselling or cross-selling additional products or services
- Building a long-term relationship with the customer by staying in touch and offering incentives for repeat business
If you’re looking for ways to improve your sales team’s performance and achieve their targets, we’d be happy to help! Just let us know, and we can discuss how our sales training can assist you in implementing some of the techniques in this article. We’re excited to work with you and help your team reach their sales goals by equipping them with the right skills and knowledge. Give us a call or drop us an email, and let’s make it happen!
