Don’t risk losing the sale. Use these effective, tried-and-true closing strategies to get your customers to sign on the dotted line. Keep reading.
When your numbers are low and you have to boost earnings for the quarter, the pressure rises. You have to close more sales, and this might require you to change your sales closing strategies in order to get your prospects to sign on the dotted line.
If your current closing strategies aren’t working and you’re losing out on sales opportunities, then try using these tried-and-true closing strategies instead. Though there is no magic word, phrase, or approach that will guarantee you make the sale each and every time, the strategies below have been proven to work for many.
When your prospect asked you to concede on a certain feature, on delivery, on price, or anything else, you should only accept if you know you can get the sale. By responding to the concession with “If I do this for you, will you sign the purchase order?” you’ll be able to get the commitment to close quickly, instead of keeping the door open for the prospect to continue asking for more concessions.
The assumption close will only work when you already have an established relationship with a client who trusts you. Otherwise, you could end up looking presumptuous and turning him off. With the assumption close, you act like the prospect has already made a decision. For example, jot down the items that the customer is considering on an order form and send it his way with an X on the signature, and see if he signs.
There’s no doubt that people love free stuff. Giving them an extra item for no extra cost can make them believe that they’re getting good value. Though it might be seen as gimmicky if handled incorrectly, oftentimes, it’ll be just what your prospect needs to sign off on the order in a timely manner.
Many sales people fail to close deals because they simply don’t ask for the sale directly. When you know that the prospect understands your product or service well and that all concerns have been addressed, there’s no reason not to simply ask a yes-or-no closing question like “So, can we proceed to place this order today?” If you try any of these seven closing strategies, it should be this one.
When the pressure to close the deal is on you, put that pressure on the prospect. Make an offer that includes a specific benefit if the purchase is finalized immediately. For example, tell the prospect that you only have one left at the price or in the colour he wants, that customers who sign up today get a special 15% discount, or something else along those lines. This closing method creates a sense of urgency, which can help prospects overcome inertia when they want to buy but are hesitant to pull the trigger.
Help your prospect visualize what he’s truly getting out of the deal by reiterating every item that he is hopefully going to buy, and make sure to stress the benefits and value of each. Summarizing previously agreed-upon points in one impressive package with a sentence like “So, on your order we have a blue luxury sedan with heated seats, power steering, and free rust proofing,” will help you get the prospect to sign.
When you use the opinion close, you can address any outstanding concerns or objections while at the same time getting the commitment to purchase. Asking “In your opinion, does this service solve your problem?” allows you to understand whether or not the prospect is sold on what you’re offering while still keeping the door open for future selling if the answer is no. If he does answer no, then that’s just his current opinion not a hard fact.
These closing strategies can help you close the sale, but remember to be persuasive, not pushy, for these tactics to work.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ 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 two daughters, BBQing on a hot summer day, tropical vacations and cottaging.