The Most Important Sales Closing Techniques to Master
Adrian Rosca
Are you ready to skyrocket your sales?
The simple secret to making more sales is by closing sales more effectively. Using the best technique is critical to winning over new customers and gaining renewed support from old ones.
Effective selling seems easy, but it's far from common. In fact, 86% of companies use pitches they know aren't effective .
You're going to stand out from the crowd by implementing just a few successful sales closing techniques. In this article, you'll learn nine techniques that can help you earn more business than you ever thought possible.
Let's jump in!
Show You're Reliable
If your clients trusts you, then they can trust your offer as well, right?
The more you earn the trust and credibility of your potential customer with sales closing techniques, the more likely he or she is to buy from you. To build that trust, start with the first impression. Always show up on time to any meetings or conferences.
You can also build credibility by making and keeping small promises. For example, you could offer to bring a specialty brochure that you don't show most customers. When you follow through, it will continue to promote the idea that you're someone who can be trusted.
As you work, help the potential customer with his or her problems. Assist in truly meaningful ways, and show real value whenever possible. This shows that you're on their side.
Also, over deliver. If you always provide more value than what you've said, the customer begins to assume that the product is even better than you've described.
Finally, promise to follow up on the sale, and be sure to do so exactly when you promise. This doesn't have to be difficult. You can use software to help you follow up at just the right time .
Always Be Closing
Of course, the ABCs are sales closing techniques as old as the industry itself. But just because they're old doesn't mean they're no longer effective. To the contrary, the advice to "Always Be Closing" is just as relevant today as it was a hundred years ago.
In fact, one could argue that with the advent of the internet age and the distractions of smartphones, it's more important than ever. You must close the sale before something better comes along—and you have a short timeframe. There are a few ways to do this.
First and most important, continually circle back to the sale. This doesn't have to be done in a repetitive manner. Instead, just refer to the sale at the end of your presentations, even if the prospect doesn't seem to be interested at first.
Another technique that can help is asking the prospect what the next step is. Since this should eventually lead to a sale, you can get your potential customer to start anticipating the selling before you do.
Finally, don't have too many steps before a sale happens. This is a common mistake.
Use the Principle of Reciprocity
When you do something for someone, they're more likely to return the favor. In selling, this means that prospects are more likely to buy if you help them first.
As mentioned earlier, following through on your promises. Help the prospects with small problems they have. Also, use a few sales closing techniques that encourage your prospect to reciprocate your work.
When he or she asks for something, like a special bonus, be sure to follow up with a request. For example, if they ask for a discount, get their assurance that if the price is right, they'll try it out for their business.
You can also do this the other way merely by reversing the order. Offer your a special deal, then ask for something in return.
Handle Objections Correctly
No list of sales closing techniques would be complete without handling objections. Here's how to do it correctly:
- Restate the objection your prospect said. Make sure your prospect agrees with how you've restated.
- Go deeper to truly understand the issue your prospect is facing. Make sure he or agrees.
- Respond to this objective in a positive way that makes your business appear like a great option. Refer to the prospect to confirm that this answers their objection.
- Circle back to the sale.
Instead of combating them once they come up, try to beat objections upfront. To do this, treat your potential customer like he or she has already bought from you.
This means that your conversation needs to focus on the benefits that your customer will receive "when" he or she buys, not "if" he or she buys. Make sure you impact all changes to the prospect's current situation.
Communicate Clearly
While communication is the basis of all types of sales —including closing—few salespeople get things correct when going about their job. In fact, 47.7% of salespeople feel their pitches are not focused on the right message .
First off, make sure you truly understand the needs of the prospect. Listen to them carefully, and craft your pitch to reach their purposes and desires.
Second, show the value of your product or service. It's easy to make the prospect see the great features of what you offer, but be sure to gear this towards his or her personal interests.
Remember: there's no such thing as a sales pitch that is too long—only a pitch that is too boring. Keep your presentation interesting, and you'll reap the benefits with your sales closing techniques.
If at all possible, find a specific financial amount the prospect will receive from the sale. Once you've reached this number, it's much easier to justify the cost of what you're selling.
Use the Columbo Technique
One of the oldest sales closing techniques in the world is known as the Columbo closing technique . In this strategy, present your sales pitch as a lesson to help your client with a problem they're experiencing.
When you're finished, say that you have "one more thing" to talk about. This "one thing" happens to be the product you're selling. This is the same sales technique used by master sales people such as Steve Jobs, who announced many products like the iPod Shuffle as "one more thing."
Be prepared to spend as much time on the sales aspect as you need. It may take even longer than your original presentation.
Stay Present
Your prospect needs to know that he or she has your full attention. To do this, make sure you keep your phone on silent or turned off during the entire presentation and follow-up conversations.
Also, try to finish things in one meeting. Dragging it out to two or more sessions can reduce the focus your client has. Complete your presentation in one session.
Finally, stay engaged by listening. Make sure you lean forward when your prospect is talking, nod your head at things you agree with, and listen to their objections carefully.
Have the Right Mindset
Nobody wants to buy from someone with a bad attitude.
Be sure to make great eye contact while you deliver your pitch, and have a positive attitude. Your mindset is one of the most powerful sales closing techniques you have. This will show in your smile, and studies have shown that smiles improve customer perceptions of salespeople .
As you deliver your pitch, it's a good idea to stand up. This allows you to have a height advantage over your prospects. This isn't to make them feel small or insignificant, but rather to show that you're a valuable and trustworthy source of information.
Once you get down to selling them on the product and negotiating a price, you should sit down. This shows that you're on their level, can understand them, and are willing to make compromises that benefit both of you.
Also, stay confident. No one will buy a product from a salesperson who's not confident about the product he or she is selling. Make sure you appear at ease, stand tall, and look your prospect in the eye.
Finally, be prepared to walk away from the sale. If you appear to be eager and desperate, your prospect will notice and take advantage of you.
Prepare Your Sales Closing Techniques Ahead of Time
To sign off quickly and effectively, be sure that you're ready for any problem.
To start with, make sure you have a proposal in writing. A prospect will always perceive a written agreement as a more trustworthy document than a spoken arrangement. It is of the utmost importance that you make this professional and tailored to the customers' specific needs.
Also, keep a pen with you. When it comes time to make the sale, you don't want to have to ask for a pen from the prospect. This makes you look unprofessional and gives your prospect more power. Continue your impression of pure confidence during the entire sale.
Finally, make sure you have a few extra bonuses ready, in case your prospect needs an extra push to buy. Instead of presenting all bonuses and discounts up front, have a few in your back pocket to present if the time comes.
No matter what you're selling, sales closing techniques can improve your sales and increase your bottom line. Be sure to understand exactly how to sell and how to close that sale before your next pitch.