As almost any salesperson can tell you, there is a lot more to making a sale than simply convincing someone that it is a good idea to become a customer. A great deal of legwork goes into sales, including finding a prospect, building rapport with the prospect to determine his or her needs, deciding on a sales pitch that will best suit the prospect, and working to meet that person’s needs.
List of Best Sales Closing Techniques
Despite all of the work that a salesperson might put into a sale, however, none of it means anything if you are not able to close the deal. Everyone in sales has different personalities and prospects with different needs, so various sales closing techniques have been created over time in order to increase your chances of getting the sale.
Regardless of the sales closing technique used, sales reps are always closing. Here are a few methods of closing sales, and how to make these sales closing methods work for you.
Speak as Though the Sale is Done
1) Assumptive Close
Just as the name suggests, the assumptive close technique is a method of closing by assuming that the prospect will become a customer, and making that assumption obvious to the patron.
While one of the first lessons that we ever learn in the business world is never to assume anything, the assumptive close seems to be the exception to that rule. There are, however, a few things to keep in mind when making the assumptive close.
The assumptive close is a method of selling that utilizes the assumption principle. In most cases, if a person behaves as if an assumption is true, it becomes difficult for another person to deny the truth of the assumption.
With assumptive sales closing techniques, the sales reps may speak to the prospect as though they are already a customer.
Instead of sharing how much better the prospect’s life will be if the sale is made, sales reps may explain how much easier things will be when the sale is made.
This popular way to close the deal works well because people tend to subconsciously avoid making anyone feel as though they are disagreeing with them. The prospect will quickly become a customer in most cases, because of the basic human need to steer clear of confrontation.
With the assumptive approach, it is important for the salesperson to exude confidence, which will, in turn, make the customer feel confident enough to seal the deal and make the purchase.
Make it The Customer’s Choice
2) Option Close
Another of the simple sales closing techniques you may choose to use is the option close. This option, similar to the assumption technique, can be utilized with language that implies that the sale is already a sure thing.
With an option close, sales reps present the customers with a summary offer that will list 2 options that the patron may choose from to buy the product or service.
This sales closing technique works best when the client is given a choice between 2 deals for which figures have been calculated. The prospect is encouraged to make a decision between the 2 deals that the company is offering.
You can add, “You can also choose to finance for a longer period of time, say 24 months, at a cheaper rate per month, but the total cost will be a bit more since we cannot offer as big of a discount on long-term sales. Which offer would you like for us to process for you today?”
As you can see, the option close is one of the sales closing techniques which can be worded as if the prospect is definitely going to go through with the deal.
Instead of giving them the option to answer, “No,” they are presented with 2 choices, both of which are effective in making the patron say, “Yes,” and essentially closing the sale.
Phrase Questions to Get the Best Answer
3) The Question Close
Another of the best sales closing techniques is the question close. With this method of closing sales, you will ask questions of the prospect to scale what they are thinking and what their needs are.
After offering each question it helps to make sure you are listening for the prospect to answer. In fact, listening could be the most important part of the question close and is vital to this part of the sales process.
At times, for example, after asking a question of the prospect, you may be met with silence. Often it is in our nature to respond to that silence by talking to fill in the void.
Once they begin to speak, listen carefully to what the prospect has to say. You have already shared what you are offering and described what you are selling prior to this step of the sales process. It is time now to start listening to what the prospect needs.
There are several different types of questions that you can ask the prospect in a sales process. One of the first choices may be, “Are you with me so far?”
At this step of the sales techniques, the prospect will feel compelled to answer, usually with a, “Yes.” Wait for a few moments to give the prospect time to receive what you have said and share his or her thoughts.
These question sales techniques work well because at this step of the sales process the prospect will likely share any objection that he or she may have and ask questions of their own. It is important to address any objections in a positive and confident way to put the prospect at ease.
It is also a good idea to ask the prospect if they have any questions. This makes it possible for you to use sales techniques which will help ease their fears.
You may also choose to ask, “Which of your needs have we not addressed?” This gives you the chance to make sure that all of the client’s doubts have laid to rest.
Once this is done, the final question to ask is, “Now that we have addressed all of your concerns, what steps do we need to take to bring you on as our customer?”
Listening to the answer to this question is very important because in most cases, at this step, the client will tell you exactly how to close the sale.
Using Emotion to Close the Sale
4) Puppy Dog Sales Techniques
Have you ever wondered to yourself how people can spend upwards of three-thousand dollars on a dog? Pets are wonderful companions and often become like family, but many may argue, “But it is just a dog!”
If that would be your response, let me tell you why you would be wrong; because in most cases, when the person first saw the animal, it was not yet a dog. It was a cute, lovable, irresistible puppy dog.
When a person goes into a pet store and sees a puppy dog for the first time, it is often love at first sight. The pet store owner allowed the person to hold the puppy, nuzzle the puppy, and the puppy turned on the adorable charm to the top of its heart-winning scale.
Now just think what would happen if that customer were allowed to take the puppy home for a few days and “try it out.” Every member of the family falls in love with that puppy and the puppy would be sold at almost any price.
Once they have formed an emotional attachment to the product that you are offering, it will be hard for the customer to have any objections to doing business with you.
This unarguable truth is one of the most effective sales techniques in use today. It is hard to deny the power of human emotion and this particular technique uses emotion to finalize the sale.
It is important to note here that there are a few precautions that should be taken with these types of sales techniques. The benefits are not hard to see, but there are also drawbacks.
Often you will have a customer who may be playing out a bit of a fantasy, pretending to be able to make a purchase that they simply cannot afford. They may also simply be embarrassed to admit that they cannot afford to sign off on the sale, and so they go along with your pitch.
Unfortunately, when these people “try out” your product, they often fail to return it. It can become quite costly to try and regain a product or money for the product when this happens.
To avoid this scenario and hopefully steer clear of litigation, you should always pull a credit check on any potential customer before they try out a product. Make sure that they have the ability to pay for the product.
It is also important to be sure that the product that you are allowing the customer to try out is the product that they need. If a customer needs a work truck, but you send them home in a smart car, you most likely won’t make a sale.
It is also vital in a puppy dog sales technique that you are sure that the product which you are sending home with the customer features all of the things that they need and is in the best condition possible. Sending a customer home with a faulty product is a sure way to fail at closing sales and will likely bring more than one objection from the customer.
Overall, the benefits of puppy dog sales outweigh the dangers. Your company may choose to subscribe to this type of sales closing process to finalize sales. Choosing a product that meets the needs of the customer and that they could become attached too easily is key to your business pulling off a puppy dog sales closing.
Remind Them of What They are Getting
5) The Summary Close
The summary is another of the sales closing techniques that make it hard for the customer to offer any objections to what your company has to offer. Using the summery close is often an easy way to convince a customer to agree with what you are proposing.
The summary sales closing can even be used for online sales. This could apply to anything from the chance to subscribe to your email to ordering a shipment of your product.
When making a summary close, you should remember to make your proposal sound as good as possible, using full phrases and descriptive and attractive words. Make sure to include all of the features and benefits that you are including with their purchase. This makes it hard for the customer to turn down.
You may say something like, “If you choose to purchase this car, we will give you a low interest rate that will keep your monthly payments down. It has plenty of room for your kids and their friends in the back, and comes with stain-resistant carpet and seats!”
You might add, “If you buy today, I will take a thousand dollars off of the asking price. How can we make this deal today?”
The truth about a summary closing is that you are simply repeating most or all of what you have already offered in the sales pitch. By reminding the customer of all of the features that they are getting, you make them less likely to have any objection.
Once you have reiterated all of the bells and whistles that come with agreeing to purchase from your team, the customer will often find it is easy to go through with closing the deal.
List the Pros and Cons
6) The Ben Franklin Sales Closing Method
The Ben Franklin sales closing method is as simple as listing the pros and cons of the sale and making sure that the good outweighs the “bad.”
The name came from the American founding father, who made the pros and cons list famous. It is said that Franklin loved making these lists and did so quite often. In fact, he likely made such a list about America breaking free from England’s rule.
The only way that this closing method will work is if you are sure to present it correctly. One pros and cons list should ideally be made before you have entered into any sort of sales negotiations with any prospective client, and long before you are actually closing a sale.
To make this list, you should draw a line down the center of a sheet of paper. On one side, write all of the pros which your company’s services or products provide for its clients. Include more than just the obvious ones. You might use pros such as how good you strive to please each client, etc.
You will also want to list the cons of doing business with you or your company. If you know that a price is really too high, or a service takes a long time to deliver, include those in your cons list. It is vital that your pros outweigh the cons by at least twice, preferably 3 times.
At this stage, it is ideal to let the client come up with his or her own pros and cons list, and not to let them see yours. Something that you have listed as a pro could be a con for the client and cause them to balk on closing the sale.
For example, you may be thrilled that you are able to provide shipping of a product within a week, but if they have a 2-day delivery need, your pro is their con.
Once their list is made, you’ll have a better idea of what you need to do to for closing the sale. You might be able to make trade-offs in order to come to an agreement.
For example, if a person is disappointed because the car they are interested in purchasing doesn’t have a sunroof, you may be able to get them that sunroof at the same price if they are willing to give up the leather seats that they wanted.
You might also ask the patron, “What is it worth to you to get what you want from this transaction?” He or she may be willing to pay a bit more to get the features that they want. They may also be willing to let some features go to get a cheaper price.
Once your pros and cons lists have been tweaked and addressed, you can ask the patron, “Now that we have addressed all of your concerns, do you see any other reasons that we aren’t closing this deal today?”
If the clients answer with a, “No,” then closing the sale is just a matter of signing at the dotted line.