The closing process is the final stage of the sales process. It involves five key techniques:
1. Asking for the sale: This is perhaps the most important technique in the closing process. You need to ask for the sale in a confident and direct manner. If you hesitate or beat around the bush, you are likely to lose the sale.
2. Overcoming objections: Objections are common in any sales situation. You need to be prepared to handle them in a professional way. Address each objection head-on and provide a compelling reason for why your product or service is the best solution.
3. Making a strong case: In order to close a sale, you need to make a strong case for why your product or service is superior to others on the market. Use facts, figures, and testimonials to back up your claims.
4. Using pressure: Pressure can be an effective tool in closing a sale, but it needs to be used carefully so as not to alienate potential customers. Use positive pressure tactics such as stressing urgency or scarcity when appropriate. But avoid using negative pressure tactics such as intimidation or bullying – these will only damage your reputation and chances of making future sales.
5. Negotiating: In some cases, you may need to negotiate with a potential customer in order to close a sale. This is especially common when selling high-ticket items. Be prepared to compromise in order to reach an agreement that is acceptable to both parties.
The Now or Never Close. This is also known as the scarcity close
The Now or Never Close is a high-pressure sales technique in which the salesperson creates a sense of urgency by claiming that the product is only available for a limited time. This close is often used when the product is actually in stock and can be delivered immediately, but it can also be used to pressure customers into buying something that may not be available for some time.
The Now or Never Close can be an effective way to get customers to make a purchasing decision, but it should only be used sparingly and with caution. If overused, this technique can backfire and turn potential customers away.
The Summary Close
This technique works best when you have made a strong case for your product or service and the prospect is ready to buy. By summarizing the main points of your presentation, you remind the prospect of all the reasons why your product or service is a good fit for them. This can help to overcome any final objections that they may have and prompt them to make a purchase decision.
To use the summary close effectively, you need to be able to quickly summarize your key points in a way that is both clear and persuasive. You also need to be comfortable asking for the order directly. If you are not sure how to do this, practice with friends or family members before trying it with prospects.
The Assumptive Close
One of the most important things to keep in mind when using the assump tive close is to make sure that you do not come across as pushy or aggressive. Instead, you want to sound confident and assured without being overbearing.
Here are some tips for using the assump tive close:
1. Use strong language: When you use language that sounds certain and definitive, it will help create a sense of urgency and encourage your prospect to take action. For example, instead of saying “I think this product is right for you” try saying “This product is perfect for you” or “You need this product”.
2. Be assertive: Again, it’s important not to come across as pushy but being assertive will show confidence which will be persuasive to your prospect. Try using statements like “I know you’ll love this product” or “You won’t regret buying this product”.
3. Appeal to emotion: Utilizing emotion can be highly effective when closing a sale as it can create a sense of urgency or tap into someone’s desires/fears/needs etc.
The Sharp Angle Close
The sharp angle close involves the sales rep making a statement or asking a question that puts the customer in an uncomfortable position, forcing them to either agree with the rep or risk looking foolish. For example, a rep might say “if you don’t buy this product now, you’ll never be able to get it at this price again” or “are you sure you’re not interested in this? It’s our bestseller.”
While the sharp angle close can be effective in some situations, it’s important to use it sparingly and only when appropriate. If overused, it can come across as pushy or manipulative and turn off potential customers.
The Question Close
With the Question Close, the sales rep asks the prospect a series of questions designed to get them to commit to buying the product or service. For example, they might ask if the product meets their needs, if they have any concerns about making a purchase, or if they are ready to buy now.
The key with the Question Close is to keep the questions focused on the prospect and their needs. The goal is not to interrogate them, but rather to get them thinking about how your product or service can benefit them. If done correctly, this technique can be very effective in getting prospects to say yes and make a purchase.