If you’re in sales, you know that the most important part of your job is to close deals. But sometimes, it can be difficult to know how to close a deal effectively.
The common belief is that you can build great solutions for customers, find good prospects, and qualify them quickly, but the most important part of your sales career will depend on how well you know how to close.
Sure, it’s important to get a lot of leads, make opportunities that look good, make calls that people want to answer, and so on. But one of the most important things is to close the deal quickly and well on the spot.
We decided to put together a list of successful ways to make as many deals as possible. Go back to them whenever you think you might need a tip or two to help you close the deal. Most of the techniques are based on psychological ideas that you need to understand in order to use them well.
Here are 8 Sales Closing techniques that will help you close more deals in any situation:
- The assumptive close
- The take-away close
- The trial close
- The objection close
- The emotional close
- The collaborative close
- The authority close
- The time-sensitive close
1. The assumptive close: This technique assumes that the prospect has already agreed to buy the product or service. For example, you might say, “When can we schedule delivery?” or “Would you like it in blue or black?” This technique is based on the idea that people are more likely to say yes to something that they’ve already agreed to, rather than something they’re being asked to agree to.
2. The take-away close: This technique is the opposite of the assumptive close. Instead of assuming that the prospect has agreed to buy, you assume that they haven’t and threaten to take away the offer if they don’t buy now. For example, you might say, “If you don’t buy now, the price will go up” or “If you don’t buy now, we won’t be able to deliver for 6 weeks.” This technique is based on the idea of scarcity: people are more likely to want something if they think it’s in limited supply.
3. The trial close: This technique asks the prospect to commit to a small part of the sale in order to test their willingness to buy. For example, you might say, “Can I put you down for 5 units?” or “Would you be interested in a subscription?” This technique is based on the idea of commitment and consistency: once people have committed to something, even if it’s small, they’re more likely to follow through with it.
4. The objection close: This technique addresses the prospect’s objections directly and tries to overcome them. For example, you might say, “I understand that you’re concerned about the price, but our financing options make it very affordable” or “I know you’re worried about the quality, but we offer a 100% satisfaction guarantee.” This technique is based on the idea that people are more likely to be persuaded by arguments that they can relate to and understand.
5. The emotional close: This technique tries to elicit an emotional response from the prospect in order to get them to commit to the sale. For example, you might say, “Think about how much easier your life will be when you have this product” or “Imagine how happy your family will be when you buy this for them.” This technique is based on the idea that people are more likely to make decisions based on their emotions than on logic.
6. The collaborative close: This technique tries to get the prospect to commit to the sale by involving them in the decision-making process. For example, you might say, “What do you think would be the best way to use this product?” or “How do you think this product would fit into your life?” This technique is based on the idea that people are more likely to make decisions when they feel like they’re a part of the process.
7. The authority close: This technique tries to get the prospect to commit to the sale by using someone else’s opinion as evidence. For example, you might say, “Our customers have been very happy with this product” or “Experts say that this is the best product of its kind.” This technique is based on the idea that people are more likely to be persuaded by someone else’s opinion than by their own.
8. The time-sensitive close: This technique tries to get the prospect to commit to the sale by creating a sense of urgency. For example, you might say, “This offer is only good for today” or “If you buy now, you’ll get a free upgrade.” This technique is based on the idea that people are more likely to make decisions when they feel like they need to act quickly.
So which sales closing technique is best?
It goes without saying that a single sales closing approach won’t work for every prospect because it’s not magic; yet, these 5 sales closing techniques can be of assistance to you in making a deal. It is very dependent on things such as the kind of prospect you are working with, the needs they have, the size of the deal, the chances available, and so on.
Sales is an art, not a science and the best way to close deals is to be prepared with a few different techniques and use the one that you think will work best in the specific situation. The important thing is to never give up and always be closing!
Which of these Sales Closing techniques do you think would work best in your situation? Try out a few and see which ones help you close more deals!