The Now or Never Close. This is also known as the scarcity close
Are you the type of person who always puts things off until later? Procrastination is a common problem, but it can be especially costly when you’re trying to close a deal. The Now or Never Close is a powerful technique that can help you overcome procrastination and get the sale.
The Now or Never Close works by creating a sense of urgency. It’s based on the principle that people are more likely to take action when they feel like they’re running out of time. This close is all about creating a sense of urgency and making sure your prospect knows that if they don’t act now, they may never get another chance.
Here’s how it works:
First, you need to find out what your prospect’s timeline looks like. When do they need to make a decision? What’s their deadline? Once you know this, you can start to create a sense of urgency. For example, let’s say your prospect needs to make a decision in the next week. You could say something like “If you don’t decide by Friday, I’m afraid we’ll have to move on.” This will help your prospect understand that time is running out and they need to act now if they want to close the deal.
Next, you need to highlight the consequences of not taking action. What will happen if your prospect doesn’t act now? Will they miss out on an opportunity? Will someone else get the sale? Make sure your prospects understand what they stand to lose if they don’t act quickly. This will further increase the sense of urgency and encourage them to take action right away.
The Summary Close
When using the summary close, the salesperson summarizes all of the main points that have been covered during the sales presentation. This includes highlighting the benefits of the product or service being sold, as well as addressing any objections that have been raised. The goal is to leave the prospect with a clear understanding of what they would be getting if they decided to make a purchase.
One of the key things to keep in mind when using this method is to avoid sounding like you’re trying to hard sell them on something. The goal is to simply summarize the information that has been presented and allow them to make their own decision. If you come across as too pushy, it will likely turn them off and they’ll be less likely to do business with you.
Another thing to keep in mind is that not every prospect will be ready to buy right away. In some cases, it may take multiple meetings or follow-up calls before they’re finally ready to make a decision. As long as you stay focused and continue providing value, there’s a good chance you’ll eventually get them to say yes.
The Sharp Angle Close
Here’s how it works: you make a bold statement or ask a question that requires a yes answer, which puts the customer in a position where they have to agree with you.
For example, you could say something like “If I could show you a way to improve your sales by 20%, would you be interested?” or “Would it be worth your time to hear more about my proposal?”
The key to making this close work is to ensure that your proposition is actually valuable to the customer. If it’s not, they’ll see right through your ploy and won’t be impressed.
The Question Close
The Question Close is one of the most commonly used close techniques. It involves asking the prospect a question that requires them to answer “yes” in order to move forward with the sale. For example, you might ask, “Are you ready to get started?” or “Would you like to see how this works?” If the prospect answers “no,” then you know they’re not interested and can move on. The Question Close is an effective way to gauge interest and close sales.