The most successful different types of sales closing techniques
Sales professionals know that hesitating in the closing process would lead to losing a future client. As business owners, we all had this feeling that we could have closed the deal, if we had done something different in the closing stage.
In this article on closing techniques in sales, we'll charm you with: how to prepare customers for closing in the selling process, stages before asking closing questions and popular closing techniques and tips.
Before we start, let's postpone a bit on the numbers of effective sales closing techniques.
Statistics of closing techniques in sales
There are twice the chances that potential customers would close the deal, if they ask concern questions. That, regarding your product like: how I know that I'll succeed, can we have a shorter obligation and so on. Read more here.
Try to ask for a closing between 3-5 to five attempts. This sales strategy is the key to closing most deals. Read more here.
Table of content
How to change the customers' mindset to close the deal
You are a headhunter. You speak with an engineer; you want to convince him to leave his job and move to a competitor firm. This is what you are trying to do:
You: I know that this may be a huge decision for you. I completely understand that, Still, think that you get a better salary, improved hiring conditions and more responsibility. Is this something you want? Engineer: I want, but it is still too early. What if I don't like the job or the company? You: This is exactly what another engineer has told me before. Now, he receives a better salary, and he was promoted. Can we appoint a meeting with the HR manager? Engineer: Sorry, but it is too early for me. Give me a couple of days to think about that.
Let's try to analyze what happened in the last example. Although we used two types of sales closing here, the potential customer didn't want to schedule a meeting. This has probably occurred because we haven't touched customer pain points strong enough in the sales cycle. Furthermore, we didn't strengthen enough the added value of employees working in the competing company. Thus, we couldn't address the engineer's needs.
In the sales process, we have limited time to reveal potential customers' problems and goals. Then, to retrieve the right solution for them. It doesn't matter how many times we will use any closing sales techniques; it won't work! During the buying process, customers have to speak about what they need, how much they need it, and how much they want to solve the problem they are facing. Then, you have to emphasize the most compatible benefits to solve their issues. So, at the closing stages, you won't even need to use complicated sales closing strategies. Customers will initiate the purchase decision, they will raise buying signals, or you simply can ask them straight forward if they want to buy.
One last note before we charm you with the sales process between closing and the presentation stage. You need to pull (not push) customers for a buying decision. It means that they need to come to you, not otherwise.
In the next part, we'll charm you with 3 actions many sales reps take before they ask for closing.
3 phases in the sales pitch before asking to close
You probably have encountered in one of the following sales situations: you asked too fast of a customer to close, or you hesitate before closing. These two mistakes will kill the sales deal. So how to avoid that?
Let's charm you with the next example. So, we can show you what steps you should take before closing. In this example, we will take a website builder.
Website builder: Before I'll present the price. Do you see how I can build a news website aimed at pet lovers? Customer: Yes I do. Website builder: Now, I'll show you that the deal is profitable for what you get from me. It will cost instead the original price of $2500 only $2150. I'm giving this discount, as I know you will be satisfied with the work. Then, we will talk about how I could promote your website. By the way, to add a positive thinking on your end. Did I tell you that I'll add some 5 more interactive features to the website without any cost on your side? Customer: No, you didn't tell me. Website builder: Now you know about this surprise. What materials can you send me, so that I can start building your website?
Now, before we continue, try to guess what the phases we have been through in this selling situation. Have you succeeded?
In the second step, you will present the price. Notice that you need to present a higher price and then a lower one. This is a sales tactic to show the customers that they get the best price. When you do that, find an excuse why they have received a better price. Likewise: I'm giving this discount, as I know you will be satisfied with the work. Then, we will talk about how I could promote your website.
Lastly, in this sales pipeline, you don't want customers to hear the price at the end. So, to accomplish your sales goals, you will have to add one more product benefit. It can be a value you have already mentioned or a new one. In this case, we added a new benefit like: did I tell you that I'll add some 5 more interactive features to the website without any cost on your side?
In the next part, we'll charm you with effective closing techniques that work every time.
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4 closing techniques in the sales conversation
Let's examine the next example to show you how to avoid a common mistake when closing. This time we'll charm you with a pension consultant.
Pension consultant: Did you like what you heard on how I can reduce the pension commission? Customer: Yes, it sounds very interesting. Pension consultant: Great! Usually I take $1000 for the money I save you. However, as you are a government employee I'll give you 10% discount. Of course, I won't charge anything if I can't save you money. Can it interest you? Customer: Of course, I want to save some money, if possible. How can we do that? Pension consultant: This is exactly what I'll show you. I do that with so many customers, you will be satisfied. Customer: How much will it cost me? Pension consultant: It won't cost you a penny, if I won't save you anything. Customer: Just let me speak with my wife. Can you return to me tomorrow?
In this example, you could see that the customer has given 2 buying signals that he wants to purchase like: Of course, I want to save some money, if possible. How can we do that, and how much will it cost me? However, the sales person ignored it. He was too afraid just to ask when they could meet. If he had asked the customer, he would have agreed to meet with the pension consultant.
Experienced sales reps know that closing should be simple. So don't make it harder by complicated closing sales techniques. Just ask the customers shortly about buying the product, signing an agreement or meeting. This is what we'll charm next to raise sales prospects.
Direct sales closing technique
This is one of the most traditional sales closing techniques. You just ask the future prospects. if they want to seal the deal. For instance:
Do you want to hire my services?
Do you want to buy?
Can we start working together?
Indirect sales closing technique
This is another way to ask sales questions to close. You ask the customers to take an action that will lead to closing. For instance:
Do you think that product X is most suitable for you?
How many photos do you want me to shoot for you?
How urgent is it for you to find an apartment to rent?
The "or" sales closing technique
This is a technique used by sales representatives by giving 2 or 3 choices. Any selection the customer will choose will lead to closing. For instance:
Do you want me to translate for you 4 or 6 documents a week?
Do you want me to manage the entire social media channels or just Facebook?
Do you want this sofa in white or brown?
The registration sales closing technique
This is another way to ask sales questions to close. You ask the customers to take an action that will lead to closing. For instance:
This is your email, right? Your full name is... Are you an authorized dealer or business Ltd? What is BN number? Do you want to give me a Visa or Mastercard?
Last sales closing tips
In the last section of "different types of sales closing techniques", we'll charm you with a few last closing sales tips:
If you don't have anything else to say, simply ask for closing.
Whenever you end your sales pitch, ask for closing.
Don't ever hesitate to ask customers to buy. This is the biggest enemy of sales success.
Say your prices with pride and confidence. Hesitation here leads to customers saying it's too expansive.
Never go for closing after saying a price. Add, always, another benefit before you ask the customers to buy or sign.
Before starting the sales closing stage, check if customers understand your product functionality and value.
Summary of closing techniques in sales
In this article we charmed you with: what you should do before you ask for closing. These are both in the entire sales process and specifically in the sales closing. In addition, we described 4 types of closing to pull customers to have a quick decision.
When you want to move to the sales closing stage, always, check that customers are willing to hear the prices. Afterward, present a higher and lower one. Before asking to close the deal, add one more benefit of your product.
At the end of the pitch, ask customers to buy, sign or appoint a meeting. Never hesitate because it might kill the deal. Lastly, remember that you will have to ask for a closing between 3 and 5 times to close most deals. Meaning, that each time you finish the objection handling, ask customers to move forward.
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