All good sales reps understand how to close the deal. Learn about the Top 4 Sales Closing Techniques that will help you meet your sales quota.
Closing requires putting in the work. You have to prepare for the many possible situations that lay ahead, including pushback and objections.
Research is key. Sales reps need to find out everything possible about the client, their business, needs, issues, interests, and current solutions. Doing your homework will help you find great solutions and analyze factors that may potentially prevent or delay closing.
Always Be Closing (ABC)
Top sales recruiters and reps are always closing. They spend years refining and perfecting their closing technique. They get prospects to make smaller commitments, or mini-closes as they work toward the big close.
Good sales reps understand that building to a close is a process, and it involves getting a series of commitments (or smaller closes) as you work your way through the sales process. At each step, you are further qualifying a prospect and moving them through the sales funnel. But, once you get to the final close, you have a variety of closing strategies you can employ.
The close you choose should be based on what you know about the prospect and the type of close you believe they will be most open to. It’s important to choose your words wisely. Using the right persuasive language in your closing technique can have a big impact on the outcome of a deal. Here are 4 highly effective sales closing techniques that are popular with sales reps:
This technique involves using a phrase or language that assumes the close is a done deal. For example, you could close with, “What day do you want to receive your shipment?”
Similar to the assumptive close, rather than asking for a prospect’s business directly, you ask them which option they prefer. For example, you could close with, “Do you want your shipment delivered on Wednesday or Friday?”
If you have good rapport with the prospect and they view you as a trusted expert, a suggestion close is a good approach. You could close with, “Based on what you have told me about your operations, I would suggest you receive orders on Fridays. Does this work for you?”
Creating a sense of urgency places pressure on the prospect to make a decision, especially if you have identified that the client needs to make a decision quickly and is working on a short timeline. Think of the “limited time offer” as an example. However, unlike other closing techniques, this should only be used occasionally and by experienced sales reps who have a strong relationship with a client.
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Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.