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.
Spending all that time doing the leg work, researching prospects, building rapport and understanding a prospect’s unique needs all leads to one thing – the close. Closing a sale is the goal, and if you are good at it, you will be very successful. Unfortunately, the close is perhaps the most difficult aspect of the sales process. Getting people to commit is a challenge, even if it’s to a minimal order.
Always Be Closing (ABC)
Top sales reps are always closing. 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. 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 is a Western University graduate with a background in recruiting, sales and customer service. As a Director, Client Services her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.