Sales Closing Techniques To Close More Deals
It is obvious that when you are selling something, you wish even your main target is to make customers buy your product. Sales closing is about agreeing to prospects to sign a contract, receiving payment, giving products, or delivering at the house.
During closing sales, the main focus of the seller is to close more deals as he can. But now customers are at the peak to raise objections which is unpredictable by the seller, it is due to mainly competition and advancement of technology.
As such, it is more challenging tasks for sellers to close a sale than it was before. Applying sales closing techniques or convincing prospects largely depends upon the skills and how a seller responds to the prospects. Skilled salespeople are characterized by closing more sales.
But semi-skilled or new sellers are not too far from closing more sales. Here, I have mentioned very effective sales closing techniques that I have found have great potentialities to accelerate the sales close process.
Gifts Close
Gifts are if considered a very effective way a salesperson can make ascertain from his buyers to accept his offers. As the gifts are free of cost customers are found purchasing that have a better gift.
It depends upon how a seller presents gifts to the buyers. When the customers have the desire and capability to pay and at the same time they are searching for products in the store it is the time the seller has to offer attractive gifts along with the products customers are searching for.
Acceptance Close
This is the technique seller starts questioning the prospects all along the selling process and receiving the acceptance (answers) at the same time. This technique aims at getting a series of acceptance from the prospects even the acceptance is small.
By interacting with the prospects the seller tries to make believe that he is offering a reasonable product, the value of the prodcut is fair with the price.
However, to make acceptances the seller has to present the questions in a way that the prospects will not find any way to say “NO”.
Summary Close
In short, the summary close means closing the sales by summarizing key benefits of the products the customer will get after the purchase.
You made a small contact with a prospect on your product. After a while, the prospect may have got introduced to different products even from different sellers. With that, obviously, the prospect may have forgotten most of the points you have explained to him.
It is the time seller has to summarize his products benefits, uses, quality, how it is different from the competitors in order to convince the prospect. If summarizing such unique features of the products if the prospect seems ready to buy now the seller has got the perfect time to close the deal.
Upcoming Events Close
The upcoming events close sales closing technique comes from the idea that if the customer is informed about the future benefits as well as loss from buying a product it is better for him to make a good buying decision.
This technique can be applied in mainly two ways if a product’s price is going to increase in the future, it is the seller’s duty to inform the customer and persuade them to buy at the present. On the other hand, if the price is going to decrease, he should stop them from buying today, and let them wait a while.
Informing about the future likelihood events to the customers, the seller builds strong relationships with them, and in return, customers are ready to buy from him in later days also.
Trial Close
The trial close is not the final close it is the pre-close of closing a sale. In this trial close, the customers are given products to use for a limited period of time, which is called the trial period for free of cost.
If the customers experienced the same what they had expected during the trial period they are definitely making a purchase.
In fact, trial close believed that when customers are given a product to test they attached to it after a little test and they can’t want to bear a part of it.
Now or Never Close
The now or never close is also called the scarcity or immediate close technique of sales closing. It believes that building a sense of scarcity in customers’ minds of the products, creates an immediate state of closing a sale.
When a customer arrives in your store you might say this is the last one you are searching for, it creates a fear of missing out (FOMO) state to the customer. Also, you might say “You are the lucky customer, you will get a 50% discount on your purchase as you are our 1111th customer.”
Such statements create great desires on the customer’s mind as he is getting exceptional benefits. However, the scarcity close technique best works when the customer really wants to buy but needs a small effort from the sell to say Yes.
Sharp Angle Close
The sharp angle close is one of the most effective for sales closing. This technique comes to play when the prospect is just one step back to close a deal. In fact, the prospect is much more likely to buy but one objection is stopping him.
In addition, sometimes the prospect is just waiting for an answer to his question. Here, the sharp angle best works when the seller is able to respond to the prospect the way the prospect has expected.
For example, the prospect may ask for free delivery, a small discount, and when the seller complies with these requests of the prospect, the deal is done.
Objection Close
This technique comes to action when you made yourself believe that your customer has understood every aspect of your offer and also he is ready to buy. Here, you try to close the deal by asking him for any objections if he has left any.
This technique of closing a sale allows the seller to finalize (handle) any doubts or objections of the customers they might want to express.
Options Close
It is obvious that a sale should be customer-focused not prodcut focused. The ultimate user is the customer. Here, options close emphasizes that the customers should be given more product options (choices) as far as possible.
We also are like that, we usually don’t visit the shop which does not have more product options rather we want to visit shops with greater products choices.
Here, the options to choose products, customers make feel that they are getting the products of their choices as they are free to choose.
The 70/30 Close
Just think, how do you consider a person (seller) who talks, only talks instead of hearing your (customer) concerns? Certainly, you don’t like it.
During a sales talk, yes, it is the duty of the seller to talk and convince the prospect but while talking ignoring the concerns of the prospect is not effective. The concerns of the prospect need to be addressed.
Here, the 70/30 close implies that the seller should talk only 30% and let the prospect do 70% of the chatting. It makes the prospects express all their concerns about the products, company, and sellers. Because when the prospect starts talking about your prodcut, indicates he liking your prodcut, and you have reached near to close a sale.
TakeAway Close
You have been dealing with the prospect also comes at to closing the deal but the prospect seems reluctant to proceed. The prospect might now be in the mood to make a bargain.
Here, the takeaway close means doing the just opposite of customer expectation. The customer may have expected you would reduce the price of prodcut instead you asked him to withdraw the offer in order to make him accept the offer.
Applying this technique the seller needs to have confidence in him and the prodcut quality. When you have the right prodcut with the right quality sooner the prospect will realize that he just had missed a right prodcut because of a certain amount of money (or any of his personal reasons).
Empathy Close
Due to various reasons, you as a seller might not able to deliver products at the specified time. Sometimes, the customers might not be able to pay on time or anything else.
The empathy sales closing technique here means standing on the shoes of the customers when they sincerely try to purchase the product. For example, a customer may have asked you “Could you just wait for a day I just can’t have time today”, here you will respond as “Sure, no problem, we will complete our deal tomorrow”.
You just have shown good human behavior to the prospect, this makes the prospect believe you too think about him, in addition, this helps to build a strong bond for the short-run as well as long-run.
Best Time Close
During your sales journey, every time is not the best time to close a deal. An experienced sales rep knows when is the best time to close a sale. But for a new sales rep, it is hard to point out the right time for closing deals.
To make choosing the best time for closing sales, here I have explained eight of the best time you can opt to close your sale.
Visualization Close
Sometimes only explaining the product’s features, benefits, designs, etc. do not create buying desires in customers’ mind. They might want to see how the prodcut solves their pain points.
This technique is seen working best for electronic products where every function of the product is clearly visualized.
Summing Up,
Depending upon the seller’s psychology, customers psychology, nature, types, and quality of the products the techniques of sales closing may differ. But the basics depend upon the way of talking to the customers by the seller. The above-mentioned tips and techniques for closing a sale have the great potentiality to close more deals when practiced and implemented well.