When making sales the most important part isn’t the asking the right questions or making a connection with your client although they are very important that Most important is knowing how to close! If you aren’t capable of closingcl there is almost no point of even talking.
2 Traditional Closing Techniques
Traditional closing sales techniques usually employ some psychological tricks designed to give that final nudge. Here are two of the best.
Now or Never
This is where salespeople make an offer that includes a special benefit that prompts immediate purchase. For example:
- “This is the last one at this price.”
- “We’ve got a 20% discount just for customers who sign up today.”
- “If you commit to buy now, I can fast track you to the front of the implementation queue.”
This technique works because it creates a sense of urgency and can help overcome inertia when a prospect wants to buy, but is lagging on pulling the trigger.
The Summary Close
Salespeople who use this closing technique reiterate the items the customer is hopefully purchasing (stressing the value and benefits) in an effort to get the prospect to sign. For example:
“So we have the Centrifab washing machine with brushless motor, the 10-year comprehensive guarantee, and our free delivery and installation service. When would be a good time to deliver?”
By summarizing previously agreed-upon points into one impressive package, you’re helping prospects visualize what they’re truly getting out of the deal.
A Modern Closing Technique
These canned closing techniques probably seem a little old fashioned. Perhaps they strike you as a little too ” salesy ,” particularly in light of the more nuanced sales methodology we’ve been discussing in our blog posts.
In particular, the idea of closing itself needs to encompass any and all incremental agreements you secure throughout a sales process — not just the moment of final purchase.
In a sales engagement, reps should endeavor to:
- Discover the customer’s needs
- Effectively communicate how specific products or services offer an affordable and satisfactory solution to those needs
If these two requirements are properly achieved, then there should be no barrier to closure. The closing question can be asked directly at that point.