Powerful Closing Techniques for Sales People
Powerful Closing Techniques for Sales People
Salespeople need to be more creative and efficient in today’s highly competitive market. While there are many tried-and-true sales closing methods, there are also more modern techniques that can be used to address the current challenges that sales reps face when trying to close deals. No matter what technique you use, the most important aspect of any salesperson’s skills is how to close a sale smoothly, quickly, and seamlessly.
Sales reps all know that closing is crucial. However, every customer is different so they must have different sales closing techniques. It determines whether previous efforts will be worthwhile; it also has a significant impact on the overall success of the business.
If you want to maximise your business’ success, sales teams need to have a solid understanding of closing techniques. We have listed five of the most effective sales closing techniques and some tips to help you close deals as quickly as possible.
How to close a sale quickly
For closing a sale, it is important that customers are identified and agreed upon and that benefits, products and services are discussed throughout the process. It is important to communicate the cost of the products and the solution to the customer’s problem. These details can be relayed carefully to enable you to move on to the closing techniques.
It helps to communicate urgency and set deadlines to increase sales. If you want your pitch to succeed, it is a smart decision to choose the right people to speak to. It can also save time by finding out the names of the key decision-makers. Professionalism and seriousness are more convincing when you combine prompt responses with clear product knowledge.
It speeds up the sales process by making it easy for the buyer. Knowing your competition will help you stay ahead of the pack. Being yourself allows for natural conversation. It is important to allow customers to speak at their convenience, and to be open to answering questions or voicing concerns.
1. The ‘Now or Never’ close
This type of close is motivated by urgency and may include a benefit that seems to be tailored to the customer. This is meant to incite a purchase right away.
You could also offer a discount to customers who sign up the day before, or a unique benefit such as being placed at the top of the delivery list or receiving a complimentary service as a one-off’.
2. The ‘Summary’ close
The name says it all: Before closing the question, sales reps must summarise and reiterate all the selling points and benefits of the product or service. You summarise all of the appealing aspects by using the points or agreements made by customers throughout the conversation.
3. Close of the ‘Assumptive.
This is the most common closing technique. Assumptive closes are when you assume that the sale is complete and the next step is for your customer to decide on a related decision such as delivery time or quantity.
4. The ‘Soft” close
Soft close is a low pressure technique that asks questions to highlight benefits and offers more information. It also helps reps gather information about their needs and problems. Reps might ask a customer if the training program could reduce staff turnover by 75% or increase productivity. This question is indirect and should help them feel more comfortable with the next step.
5. Close to the ‘Question.
The closing is achieved by asking the customer a series questions that are designed to incite desire and to dispel any objections. A question could be used to close the sale. This is because it allows for any concerns to be raised while the commitment is being made. If there are any concerns, you can also pitch more.
6. The Columbo Close
Columbo would often use the classic Columbo close when he thought the suspects were done talking to him. Columbo would then turn and walk away. Just as the suspect was beginning to exhale, Columbo would say, “Just one thing.” Once you have finished your sales pitch, and the customer is about walking away, you can use the Columbo line. This will hit the customer with your most attractive part of the pitch. This works regardless of whether you are selling roller shutters or footwear.
The Backwards Close
Most backward closing techniques users feel that customers are immediately at ease when they realise you’re not trying to sell them anything. Then it’s easy to explain the benefits and value of the product, and then you can sign the deal.
Take Away Close
The take-away close involves reviewing the benefits and features that customers want, then suggesting that they cut some of them to save money. Customers will feel less anxious about losing anything and are more likely to purchase the product.
The Summary Close
Prospects will be more likely to sign the contract if you sum up the benefits and the value of your product. It can be hard for some people to distinguish between two or more products.
Closers can help you and your sales team increase revenue, staff effectiveness, and customer satisfaction. Good closing is part of a well-designed sales process. The salesperson must listen well to customers and match them up with products that best suit their needs.