In sales terms, closing is commonly defined as the moment when the transaction is agreed upon by a customer or client. Very few clients are going to close themselves, making it appropriate for the salesperson to instigate the closing. According to HubSpot’s 2018 study, 75% of companies’ top sales priority is closing more sales.
Although it is important to close the sale, it can be unnerving for a new salesperson, as it leaves them vulnerable to the risk of dismissing the prospect. You need to brace for the many potential scenarios, including pushbacks and objections, that lie ahead.
A salesperson needs to find out everything about their client, like their business, wants/desire, challenges, and current solutions. Doing your research will assist you to identify outstanding alternatives and evaluate variables that can avoid or hinder closure.
Trying to close a sale is a series of steps, it’ll involve having some commitments (or smaller closures). But you have some closing tactics that you can use once you get to the final step. Here are some techniques that you can use according to different scenarios.
This close is based on the premise that from the moment you put effort into it, you truly believe you are going to make this deal. The vocabulary you use will suggest that you think the sale is a "done deal." The trick is to review your client regularly, calculate their interest rate, objections, and decide whether they are on the same page as you.
When you deal with common leads and recognize that the item is a perfect match, Your confidence and optimistic thoughts are infectious, and the client feels that the solution should be as clear to them as it is to you. But, If you have no interaction with your client, and hear constant feedback that does not make sense to them, you shouldn't use this technique.
This is a basic concept: if you've already benefited from them, and they don't seem to be involved in those aspects, take them off the table. You can eliminate features that they do not need, provide cost savings, and see if they are more likely to take the offer.
When the client object due to price and they do not need others feature, this technique can work. Everybody wins if you can overcome the objection by eliminating items they don't need. But if the prospect doesn't seem to object to price or something, this strategy won't have to be used.
Often known as the "Nothing to Lose Close," this technique involves allowing your client to become very aware of the fact that you are selling something to them.
By using this technique, you’re letting know what you want from your client. And while they might not say yes, at least they will send you a definite answer so that you now have to spend more time following up. When you know you're not going to get the yes, and have no other choice, you can use this.
In this technique, you give your opinion on what will work best, another 'hard close' tactic. Offer a firm suggestion that can benefit both sides.
You offer firm solutions for some of their problems. It's best to use when you have a great (personal) relationship with your client, or when you think they can be easily influenced. Don’t use this technique when you don’t know your client well or when they’re much more expert in the field.
Based on the premise that customers who go into shops and try the product are more likely to purchase them. By having the client try it out, you make your sale. When they start using the product, the advantages of talking to them will become tangible. If you have a product that allows for a trial period and has functions that are not always easy to inform over the phone/email, this technique will work.
Now, think carefully before deciding which technique you want to use. If you still have some problems with closing a sale, here are some tips that’ll be helpful for you
By putting your customer above closing the deal, your customer will most likely buy your product. Imagine yourself as the customer, of course, you want a salesperson who put you above their closing target. It’s not about the closing, but it’s about the customer
When you don't know anything about that customer, it's hard to put the needs of the customer first and reveal the relevance the product can have to that customer.
Don't rush your customer on closing the deal. Let them decide what is best for themselves
Selling consists of exposing that relevance. If you don't know your product well, how will your customer trust you and buy your product?
You can also use one of OneTalk’s features to help close a sale. By using disposition, you can know your customer shopping history, the channel that they like to use and summarize all of your customer cases to gain more business insight. After knowing more about your customer, you can easily choose the right technique for closing sales.
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