Closing is the point at which you agree with the client that they wish to purchase your services. You can make the world’s best and most wonderful sales pitch, describing all the relevant features and benefits, but if you don’t invite the client to commit, you cannot make the sale.
- Essential to sell effectively
- Something you do with a client, not to a client
- Confirms not forces a decision
The best closing technique is often the part of the sales process that salespeople struggle with the most. Here are a few tips to help you:
ASK FOR THE ORDER
It has been estimated that 7 out of 10 sales presentations end without the salesperson actually asking for the order. Having presented your product or service in a professional way you have the right to ask for the order and the client expects you to do so. Improving this technique will improve your sales results and help you win more business.
THE ASSUMPTIVE CLOSE
The assumptive close is a great tool and assumes to your buyer that a sale is likely. It is a technique that requires a confident communication style but is very effective.
“So I can get the order to you next Tuesday, how many would you like?”
“I have a sales agreement for you to sign and I will process the order now.”
THE ALTERNATIVE CLOSE
This close gives the buyer a choice between 2 alternatives – both of which have been chosen by you.
“Option A is £20,000 with additional benefits and option B is £15,000 but has no benefits. I like Option A, which one would you prefer?”
THE PRESSURE CLOSE
This happens when you put pressure on the buyer in terms of special offers or deals that are available for a limited period of time.
“This is a special quote from us and will be honoured for the next 24 hours.”
THE NEGOTIATED CLOSE
Negotiating techniques are very useful at the closing stages of any sales process.
“In our initial meeting, you mentioned that you would consider buying if we could save you 10%. This quote actually represents a 12% saving, so are you happy to sign the paperwork today?”
THE TRIAL CLOSE
During the sales process, you need to listen for buying signals. When you think you are getting them, ask a series of leading questions. If the client responds in the right way, close the sale.
“This meets your exact needs, doesn’t it?”