Closing Sales Techniques
How to close the sale well
According to research, the average sales cycle has increased almost 25% in the past six years. That’s a lot more time and client interaction over that decision period. Clients are also far more prepared, coming with research and reviews before the sales process has even started. It’s a hard sell nowadays!
Closing a sale is often the hardest part. No one likes to cross that pain line – what if I ask and I’m rejected? All salespeople know that feeling.
Closing takes practice and tactics, and our closing sales techniques programme gets to the heart of the issues clients may have in purchasing, and how salespeople can frame their behaviour and speech to lead prospects over that line.
Types of sale closes
Now or never closes
HeadingThis is where salespeople make an offer that includes a special benefit, prompting immediate purchase. Perhaps a discount, delivery included, added extra.
How it works
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. Though, you should always establish value before offering a discount or promotion.
Summary closes
HeadingSalespeople 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.
“So we have the SmartCool fridge with built in water filter, the 10-year comprehensive guarantee, and our free delivery and installation service. When would be a good time to deliver?”
How it works
By summarising all the previously discussed points into one impressive package, you’re helping them visualise what this great deal means in their home.
Sharp angle closes
HeadingProspects know they can ask for extras – they’ve got the money, and the upper-hand. If you have approval from your sales manager to use this technique, try the sharp angle close to catch your prospects off guard.
How it works
When they ask, "Could you add in the two-year mechanical warranty for free?" 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 because you agreed to their request and you've proposed closing today.
Question closes
HeadingEffective 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.
How it works
You can even close the sale in the form of a question. This allows the rep to address any outstanding objections while getting a commitment at the same time.
For example, “Do you feel that what I am offering solves your problem?”
Assumptive closes
HeadingThis closing technique draws on the power of positive thinking. If you believe, from the initial email outreach, you will close this deal, it can have a big impact on the success of the rest of the sales process.
To get to your desired outcome, you need to keep close communication on your prospect's interest, engagement, and objections throughout. After a call or meeting, ask, "Did this presentation fit 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?”
How it works
Keeping your ear to the ground. By assuming good intent from the start, you bring an authority and purpose to the sales process that would be missing otherwise, and you’ll draw the deal to a close naturally.
Take away closes
HeadingWith kids, if you take a toy away, they'll want it more than ever. Use this similar psychological practice on your prospects.
How it works
If they're stuck on price, remove a feature or service, and offer them the discounted price. In all likelihood, they’ll be thinking about the thing you took away rather than the discounted price.
Soft closes
HeadingA soft close is a way to show your prospect the benefit of your product and then ask a low-impact question to work out whether they'd be open to learning more.
For example, "If I told you I could reduce your fuel costs by 25% and increase the productivity of your fleet by 10%, would you want to know more?"
You've clearly stated the benefits without making any demands or sudden requests. But you’ve drawn them right the way to the closing point within minutes.
How it works
It removes their need to commit to you in the slightest, and gives you more time to learn about their business needs.
If the benefit is right for them, the time will come shortly when you actually get to close the deal.
Six common mistakes when trying to close a sale
1. Believing your sales materials can close business
In most cases at least a conversation is needed to get them across the line.
2. Attempting to close too soon
Remember, it's a law of physics that the harder you push, the more resistance you get.
3. Trying to close with the wrong person
Figure out who the decision maker is quickly, just ask the question.
4. Waiting too long to close
There’s a natural point in the sales process where the offer needs to be made. Let it linger and attention goes.
5. Failing to notice the close
Customers sometimes signal that they're ready to buy right now. Take it.
6. Selling after the close
When a customer has said "Yes!" it's always a mistake to continue to talk about your product or services. The work is done!
Why sales training will increase your sales closing rate
The process of closing is getting harder, but with the right skills, your team can become gifted sellers that serve your clients well and build a legacy for your business.
About Us
Our name, Sales and Leadership Performance, spells out a little of what we do. We're a team passionate about sharing the skills we've honed through the years working in and around sales teams.
