Having the right closing strategies in your arsenal can help you close more deals in less time. Try out these efficient closing methods. Read on.
Closing is an individualized process for sales professionals. Sales reps use closing strategies that they’ve tried and found effective at some point in their career. Sometimes sales people use strategies based on best practices, sometimes they switch it up based on the type of clients being sold to or the solutions being sold, and sometimes they simply use strategies that are in line with their strengths and personality traits.
If you asked a hundred different sales professionals about their favourite closing strategies, you’d likely hear a hundred different answers.
Though there are virtually endless closing strategies you can use, we suggest giving these highly efficient ones a try.
Many sales people find it very effective to disarm clients while asking for the close. Buyers do not like feeling like they’re being sold to. They don’t want to be pressured or manipulated to buy. Simply asking “Why don’t you give it a try?” often puts the client at ease and makesthem feel like they’re in control, the decision is up to them, and there’s no pressure.
It’s a lot easier to sell to a friend than it is to sell to a stranger. Many reps see great success when they put effort into creating strong and long-lasting relationships with their prospects. After all, people will not buy from you if they don’t like you or trust you. Taking the time to create a bond before selling can help you get people to relate to you and your products. Being genuine and honest and getting a little personal can help you close deals.
Closing a deal shouldn’t come at the end of the sales process. You should always be working on closing through lead nurturing. We live in the information age. One of the most powerful closing strategies you can use is nurturing leads prior to going in for the sale.
Using social media to share relevant information with prospects, writing a blog to share your insights and knowledge, and speaking at seminars and conferences to establish your thought leadership can all help you educate prospects, gain clients’ trust, and establish your credibility. In the end, this will speed up the process of closing the deal. You’ll barely have to do any persuading at that point.
Buyers are inherently distrusting of sales people. This is an obstacle that all sales reps have to overcome. People won’t believe what you say. They’ll think that you’re just talking them up to get their money.
So put your deals in writing. Write down all points of value, and buyers will be more trusting of your word.
Buyers are often more confident to pull the trigger when they know that others have made the same decision in the past and gotten great results. This is why social proof is so effective in sales. By using case studies and testimonials and telling stories about the other customers you’ve helped and what results they’ve achieved while working for you, you can help prospects overcome their hesitations and sign on the dotted line.
You can sell more by using primal human emotions. At least some part of a customer’s ultimate decision to buy comes from emotion. It isn’t all about logic, numbers, and analytics. If you can evoke emotion from your prospects, you’ll find yourself closing more deals. Don’t sell products—sell emotions. Take away negative anxiety and stress. Rile up a customer’s fear of loss and then give them the solution. Make them feel something.
Though you should never try to rush prospects who aren’t yet ready to buy, adding a deadline to a sale can help hesitant prospects overcome inertia so you can close deals faster. Add a discount that’s only available for the next 24 hours or explain that free shipping or installation is only offered for the next week, for example.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.