Tips and tricks to help you with your sales journey by expert Jeremy Miner of 7thLevelhq.
Knowing how to close a sale properly is vital if one aims to close more sales throughout their entire career in the sales field. While some people might have different approaches and styles in closing a sale. It is still essential to learn new closing techniques, especially the most current ones. After all, having the best closing techniques in the field is vital in sealing more sales and further drives salespeople strive more continually.
Moreover, your sales team is expected to generate more leads as possible, so having more than one closing technique is essential since not all interested clients are the same.
In this article, we have listed some proven closing techniques that you can apply, and why they’re so effective.
Traditional Closing Techniques
Traditional closing techniques typically use some psychological tricks intended to get that final nudge, and below are two of the most common.
1. Now or Never Closing
The now or never closing technique usually offers the client an exclusive benefit or package that would encourage immediate purchase. Below are some of the best examples.
- “This is the last item at this discounted price.”
- “We offer a special 20% discount for customers who wish to sign up today.”
- “If you buy now, you’ll be the first in the queue.”
This closing technique effectively works since it will not only creates a sense of urgency but also offer an advantage to the customer. However, before offering a promotional discount or giveaways, you should first establish value to your prospect about the product and services you’re offering.
2. Summary Closing
In this traditional approach, the salesperson will reiterate the value and benefits of the product or services they are offering to persuade the customer to sign. For example,
“So we have here the <brand name> washing machine that comes with a brushless motor, a 10-year comprehensive warranty with free installation and delivery service. When do you want to deliver?”
By reiterating the previously agreed into one impressive package, you’re helping the customer visualize the benefits they are getting out of the deal.
3. Sharp Angle Closing
Some customers often ask for the lower price or add-on since probably most of them know they have the upper hand. While you can easily get approval from the higher ops regarding this matter. You should also use this opportunity for your advantage. For example, if a customer is asking for a discounted rate, your response should be like this “Sure. But if I do that, will you sign the contract today?” The sharp angle close technique is the art of catching your customers by surprise.
Modern Closing Techniques
While traditional closing techniques are still useful to close more sales, modern closing techniques, on the other hand, use EPQ or Neuro-Emotional Persuasion Questioning. Below are the types of modern closing techniques.
4. Question Closing
Instead of presenting discounts and benefits, the salesperson asks their customers probing series of questions that, in turn, develop a desire to purchase and avoid any signs of objections. This means that the salesperson will close the sale in the form of a question.
For instance:
- “In your personal opinion, does what I am offering to solve your problems?”
- “What could be the reason why we can’t proceed with the purchase?”
Both the questions above allow you to discover what exactly your customer is thinking, so you know how to react accordingly. If the answer is favorable, then signing on is the next step.
5. Assumptive Closing
This closing approach uses the power of positivity. First, one must have full confidence in the product or services they are offering. In other words, they have to believe that they will close the deal right from the start. However, to do this process successfully, one must monitor their customer’s interest, engagement, and objections throughout. For example, they can ask the following after the sales presentation.
- “Did this product presentation align with your needs?”
- “Does this sound like something valuable to you?”
- “Does this meet a specific need?”
Keeping yourself updated and assuming good intent, you’ll be able to close the deal easily.
Final Thought
Being skilled at closing a sale is definitely one of the most vital techniques a salesperson has to master. Find an expert and ask for mentorship or from the higher ops and learn from them and polish your closing skills.
About the Author:
Jeremy Miner, At 7th Level Communications, Jeremy has pioneered an internationally recognized sales training methodology that to date has helped more than 200,000 salespeople in 40 countries achieve exceptional results. This remarkable success in sales training has been the natural progression of his extraordinary sales career in the training and educational products industry.
For more than a decade in the industry, he has led global sales forces, developed sales training, and been the top individual sales contributor at companies where he has exponentially increased revenues as a rule rather than as an exception. Jeremy is one of only three active sales trainers in the world with individual earnings as a salesperson of more than seven figures annually. He has consistently been ranked one of the top sales income earners internationally, including 45th in the top 150 earners among the 80 million active salespeople in the direct selling industry.
