Tips And Techniques For Closing A Sale
Tips and techniques for closing a sale in 2018 are what you’ll find within this article. The aim is to help you close more sales within 24 hours.
With the right balance of research, planning and leading the prospective buyer down a predetermined path, your sales will increase.
Therefore, continue reading if you’re new to sales or if you haven’t yet reached a level of success you desire.
How To Prepare To Close The Sale
Before you can close a sale, there are a few basics you’ll want to master.
- Understand your product (obviously, right?!)
- Pinpoint your target audiences’ objections, pain points and motivations for using your product or service.
- Is there any technology or supporting product that you’ll need to know along side of this?
- Utilize the 80/20 rule. What is the 20% of the information you need to be 80% more effective while prospecting and closing the sale?
Steps To Closing A Sale
- Research the prospect and their company.
- Set the agenda.
- Pitch the outcome or solution, not the product features.
- Deal with any objections.
- Close the deal.
- Discuss next actions.
Heading into a closing conversation with a prospect is always nerve-wracking. No matter how impressed they seemed during your demo or how enthusiastic your champion is, there’s always a chance you’ll lose to the competition, they’ll decide to postpone their decision until next quarter, or they’ll ask for a price you can’t deliver.
A “yes” or “no” hinges on far more than just the specific closing sentence or question. But as you’ve probably seen, using the right words can definitely make a difference. Read on to learn the closing phrases you should (and shouldn’t) use.
Closing A Sale Techniques
The following closing a sale techniques will guide you towards smoother closes at a faster rate. Practice these tips and techniques for closing a sale regularly so they sound fluid and natural:
The Alternative Close
The alternative close allows your prospective buyer to select two choices that are both favorable to them receiving the benefits your offer provides.
Here are two examples:
“Prospect, do you prefer 6 months or 12?”
“Will the $15,000, $20,000 or $50,000 package work best for what you want to achieve?
The Assumptive Close
What’s the assumptive close? It’s a tricky sales method where you pretend the prospect has decided on purchasing your product / service.
Here are three examples:
- “We can gift wrap this for you, who is it for?”
- “Do you prefer we start installation this week or next?”
- “Most people choose the gold package, is that what you’re thinking too?
Is this the worst way to close a deal? No. If someone isn’t going to buy, the assumptive close won’t get them to do a 180 — so it’s not as though you’re tricking people into handing over their credit cards. You might, however, convince an on-the-fence prospect to walk away.
This technique makes you come across as pushy and self-serving, which isn’t the best impression to give when kicking off a business partnership. Instead of this strategy, try these proven closing phrases below:
Methods Of Closing A Sale
Use the non-threatening methods below when you determine less pressure is needed. I use these more often than not because they work very well!
1) “I sense hesitation in your voice, tell me is it the price or the value that concerns you?
This is a fantastic question if you’re dealing with a prospect that’s on the fence. Their answer will guide you towards removing the majority of objections.
2) “If we could find a way to deal with [their main objection], would you endorse the agreement [before x date]?”
Handling objections effectively helps you close more sales. Most can be anticipated so you’re prepared ahead of time to answer her/his questions well in advance.
How to Close a Sale
Helping Your Prospects Close Themselves
3) “It seems like [product] is a good fit for [company]. What do you think?”
This question automatically makes your prospect think of all the reasons they’re interested in buying. Because you end by asking for their opinion, it sounds genuine rather than self-serving. And once they say something like, “Yeah, I think it could really help us with X,” you’ve got the perfect segue into “Great, I’ll send over the proposal right now.”
4) The “Challenge Close”
This is the closing line espoused by Zig Ziglar in his book Secrets of Closing the Sale. It’s friendly and helps your prospect see the value of taking immediate action. This works for in person sales calls. Bring a marble, baseball and a beach ball with you. “Mr/Mrs Prospect, you could struggle and get this baseball in your pocket.
You could carry it wherever you go, but every step you take and every move you make you will know it’s there.” Then take out the beach ball, inflate it and say “Now, there’s no way you can carry this in your pocket. That’s the way with (your product / service). If you start today, your premiums will be like carrying this marble…”
Everyone Loves Something For Free!
5) “If we throw in [freebie], would that convince you to sign the contract today?”
Clearly, this closing technique isn’t appropriate for every situation (it’s called “selling,” after all, not “giving away”). But for important or very large deals, offering an exclusive or time-sensitive add-on to sweeten the pot might be a smart move.
Price discounts could also make sense in competitive markets. However, it’s up to management whether they empower reps to make discount or freebie offers on their own.
6) “Why don’t you give it/us a try?”
What I find most charming about this phrase is that it lowers your prospect’s guard freeing them to ponder your question and offer. At this point they’ll be more apt to make a buying decision.
Sometimes Reverse Psychology Is Necessary
7) “I’d hate to see [negative consequence] happen because you didn’t have the appropriate product in place. Do you feel taking the best next step is to protect your company?”
We all realize that people move away from negatively consequential factors more so than pleasurable. This tip and technique for closing a sale is most effective in situations where the consequences of not buying will actually harm the business, instead of simply allowing the status quo to continue. I suggest you use this phrase with initiatives such as cloud migrations if you’re in the tech industry, weather/disaster events or financial situations that are unpredictable.
8) “Taking all of your requirements and desires into consideration, I think these two products would work best for you. Would you like to go with [X] or [Y]?”
The rationale behind giving two alternatives is that the prospect will be more inclined to choose one than turn both away (a third option that’s been discreetly taken off the table). The rep thus increases their chances of hearing a “yes” to something rather than a “no” to everything.
Is Your Prospect On The Fence, Don’t Be Afraid To Go The Extra Mile
9) “If you sign the contract today, I can guarantee we can do [special request the buyer asked for]. How does that sound?”
Similar to #2, but with one important caveat. The closing question in #2 assumes that the salesperson will resolve a prospect objection before they sign the contract. This closing technique– called a “rebound close” — promises that the rep will grant a special request after the prospect provides their John Hancock.
This critical change in the closing time frame reflects the difference between a deal-killing objection (that other vendors might be able to address) and a special favor (that other vendors will likely be similarly hesitant to grant).
10) “I know you said you need to have a solution in place by [date]. Working backward from that day and factoring in implementation and training time, it looks like we’d need to have a signed contract by [date] in order to meet that deadline. Can you commit to that signing date?”
If you know the prospect has a firm deadline they need to stick to, use it to crank up the urgency. And since you’re using the prospect’s deadline instead of pulling one out of thin air, this type of reminder-slash-closing line actually helps the buyer instead of unduly pressuring them.
Help Them Commit To Working With You
11) “Will you commit to doing business with us today?”
Ah, the old direct ask. Sometimes the simplest closing technique can be best, but other times it can come off as presumptive or pushy. A salesperson has to have a firm command of the situation and a high level of familiarity with their buyer to use this closing line successfully.
12) “Ready to move forward? I can send over the contract right now.”
Everyone likes the idea of progress. If prospects associate the purchase with forward momentum, they’ll be likelier to commit. This closing line also reduces the friction of buying — the contract is already ready, so all they need to do is sign.
13) “You’re interested in X and Y features, right? If we get started today, you’ll be up and running by [date].”
Salespeople can encourage their prospects to make a decision by reminding them the sooner they act, the sooner they’ll have their new system. Mentioning specific parts of the product doesn’t hurt, either — buyers will immediately start picturing how much easier their life will be with the new solution.
My Favorite Ultimate Open-Ended Question
14) “Where would you like to go from here?”
If your prospective buyer starts to avoid the purpose for the meeting or goes off on an irrelevant tangent, get them back on track with the above phrase. In addition, I also use this towards the end of a call as an alternative way to ask for the sale.
15) The “Fair Enough Close”
This is a famous Zig Ziglar closing tip.
If this is a face-to-face meeting you have a blank sheet of paper in front of you along with the agreement for your product/service. You hold up the blank sheet of paper and state:
“I’m going to keep the explanation of the proposal just as simple and clear as this blank sheet of paper. If I fail to do so, I will understand it if you are reluctant to make a decision concerning the proposal. At that point, I’m going to ask you to make a decision.
If you see that it’s in your best interest to say yes to the proposal, I’m going to ask you to say yes. If, however, you think it’s in your best interest to say no, then I’m simply going to ask you to say no. Is that fair enough, Mr/Mrs Prospect?” This will help keep your prospect from becoming overwhelmed.
Tell Them How Much They Will You Save!
16) The “Savings Close”
Use this the “Savings Close” when your product / service helps your prospect save money.
If you sale marketing services and help businesses increase their ROI via digital display ads, make two lists on one sheet of paper. On the left side write “If Prospect Buys” on the right “If Prospect Doesn’t Buy”.
See the example below:
Furthermore, do the same for “If Prospect Doesn’t Buy” so they have a side-by-side comparison of what they actually save by using your product / services.
Therefore, the tip and technique to close the sale to use here is “You can get it and let it pay for itself or you can decide not to and still pay for it through losses. Since you’ve got to pay for it whether you get it or not, doesn’t it makes sense to go ahead and get it?
Additional Tips and Techniques To Close A Sale
Below are more direct phases used while dealing with more assertive prospects:
1) “Unless you have any more questions or concerns, it sounds like we’re ready to get started.”
You’re leaving the door open for them to get more information while making it clear where you stand. Hence, if you’ve done your job surfacing and resolving objections throughout the sales process, the buyer will answer with something like, “No, I’m good. I think we’re ready too.”
2) “Can we talk about price for a moment?”
Because you’re being direct, this shifts the conversation and helps the prospect remember why they’re speaking with you. This effectively moves them towards making a buying decision.
3) “Tell me your thoughts on what we’ve discussed thus far.”
Since you’re testing whether your potential buyer is considering purchasing or not, they will let you know if they’re ready to move forward with the order. Should they still be on the fence, they will delay, change the subject or provide objections. You’ll have the opportunity to handle these objections and move toward the actual close.
Make Them Feel That There’s No Pressure To Hurry
4) “We can take as long as necessary, but I realize [you’re busy and have another meeting shortly after ours, plus we’ve only allotted X time for our call today.] With that in mind, perhaps we should move to the actual agreement.”
So, structure the above phrase around what they’ve told you about their day thus far. Therefore, listening is critical during each closing opportunity along with a notepad and pen. You may need to reschedule the meeting to accommodate them.
5) “So, where would you like to go from here?”
Since this phrase is open-ended it allows the prospect to feel they’re in control a bit, really you’re still in the driver’s seat, they’re just holding the wheel for a few moments. If they aren’t sure or they aren’t ready to give you their credit card information, give them a bit of push-back… “It doesn’t sound like you’re ready to move forward, perhaps you will be in 2 or 3 weeks from now? Then remain silent…. This works well if they’ve already stated a need and expressed interest in your offer.
In conclusion, the above tips and techniques to close a sales is based on a course I spent $3,000 to learn. I trust you’ll gain a great deal by reviewing these phrases and practicing them daily.
Finally, I highly suggest finding 3 or 4 that you like most and that are the most relevant to your products/ services and use the hell outta them!
If you’ve found this article on tips and techniques to closing a sale helpful or have any questions, leave ’em in the comment box below. I read each one and will comment, too.