As our sales series comes to a close, we hope you took away some great advice! Now that you know how to prioritize sales leads by importance, the common sales mistakes and taking “No” for an answer, you’re ready to close the sale!
Closing a sale is a make-or-break moment that can be thrilling and scary at the same time! That thrilling feeling drives salespeople to continually strive for more when it comes to making a sale. The break moment encourages salespeople to work harder to prove others wrong who believe that they won’t make it. Since sales professionals are under a lot of pressure to meet quota, a large number of closing techniques have been created over the years. But to us, these three sales closing techniques have proven to be effective time and time again.
1. Now or Never
I’m sure everyone has experienced this type of closing sometime in their life. This is where a salesperson makes you a proposal that includes a special offer, prompting you to make an immediate purchase. For example:
“This is the last one in stock”
“We’ve got a 30% discount for customers who sign up for our membership today”
“I will include free shipping and same day delivery if you buy now”
This sales technique works because it gives the buyer a sense of urgency to make the purchase. Instead of going home and pondering on it, the buyer is forced to pull the trigger sooner rather than later.
2. The Summary Close
The summary close is when you reiterate ALL of the benefits and value their particular purchase has to offer them in the hopes of getting the customer to make a commitment to buying. For example, if a customer is on the fence about purchasing a new excavator, you could influence them to commit by saying the following:
“This excavator not only comes fully equipped but it also has snow removal attachments, which is something we all could use in the winters here! It also comes with, a 10 year warranty, free delivery and is currently 20% off!”
By summarizing all these qualities in one sentence, it makes the product look more impressive and gives the buyer a better visualization that they’re getting a great deal.
3. Question Close
Did you know you can close the sale with a question? This allows the rep to address if there are any outstanding objections while gaining their confidence. The answer to the questions you ask allows you to know if you need to sell further, or if they’re ready to sign on the dotted line.
Here are some great questions to ask:
“Does what I am offering you solve your problem?”
“Is there any reason we can not go ahead with this purchase? ”
“Can I help you with anything else here today?”
These questions particularly give the seller closure or more information as to why the buyer needs more convincing.
Understanding closing techniques is important, but unfortunately there are no magic words that promise a sale. It starts with understanding your customers needs and how your product can offer a solution. What approach do you use when trying to make a sale?