Sales reps need a strong closing technique to lock the deal and get the customer to buy the product. There are different ways of closing a sale, depending on the product type, company culture, and customer preference. The salesperson should ask questions to help their customers understand what they want and use the correct closing approach.
Find out the best sales closing techniques to win more deals. Let’s dive into the basics first.
A closing technique is sealing a deal and ensuring that customers buy. It’s a culmination of the rep’s actions throughout the entire sales process. Closing a sale is vital because it shows your success and whether you’ve met the customer’s needs.
Also, it helps your business grow, acquire more buyers and keep the ones you have. That’s why learning sales closing techniques is essential. Here are the most popular ways of closing a deal.
The assumptive close technique is a sales closing approach that implies the potential customer has already agreed to a sale. Also, it encourages customers to commit to a purchase by believing that they’re going to buy the product or service.
It’s also convenient when there is a high-pressure situation, such as limited inventory.
You can use this close technique immediately after demonstrating your product’s ability to help your prospect. You could say: “How many product units do you want? When do you want to implement the solution?
Pay attention to the customer’s needs and objections to help you craft your message. To know their preferences, you might say: “Does this address a specific need or problem?”
To close a sale, you need to know your customer’s needs. You have to understand what they want and how they want it. Also, you need to ask them questions about their needs and desires: the more specific questions, the better chance of making a sale.
Below are some examples of sales closing questions that will help you win the deal:
-“What made you interested in our product?”
– “Are you satisfied with the solution I am offering?
– “How much money are you willing to spend on this?”
– “What other products or services are you considering?”
– “What would prevent us from shipping the goods? “
These questions can create interest in the potential customer and help you handle objections. Here are some more examples of dealing with roadblocks to a sale.
The now or never close is a powerful sales closing technique that you can use to get your prospect to take the next step and buy. It gives the potential customer a sense of urgency, making them more likely to purchase your product.
Deadlines, time limits, and urgency are time-tested sales techniques. They’re still effective because they force the customer to decide before they’re ready. Check out the following ‘now or never close’ examples.
The puppy dog close is a sales closing technique that encourages customers to try the product. The salesperson highlights the product benefits and then asks for an order or willingness to test the product. It’s based on the idea of a pet store owner asking a likely buyer to take a puppy home for a few days to try it out.
Sellers can also use this closing method by offering the prospect a trial to use the solution for several days.
See the puppy dog example below.
Ubersuggest uses the puppy dog close technique for its three packages by providing a free trial to test the SEO software.
Also called the gauge close, you ask the potential buyer direct questions on whether they’re interested in what you offer. The scale close technique lets you see if your messaging has been successful during the sale cycle.
An example of a scale close question
There are two traditional methods of closing a sale: the hard close and the soft close. The hard close approach is direct and final, such as closing with “Are you going to buy it now?” “Are you registering today?” and “Would you mind signing now?”
But the soft-close technique allows for a gentler conclusion to a conversation or interaction. Here’s an example: “Would you be interested in learning how I could reduce churn rate by 5 % while increasing revenue by 15%?”
A soft close lets you use non-confrontational language and look more natural. You can gently lead your customer before they decide to buy.
The take away sales technique is when the salesperson takes away what they recommend to the customer. You offer something valuable to them but suggest something different with fewer features.
For example, you can propose a different service package for a SaaS product with basic features if the client objects to the initial price. Many software companies do this-they show different prices for the same product.
Example of a take away close technique
Zoho CRM offers the same tool at different prices with varied functions for separate customers. Note that the company has no free trials.
The summary close is an effective sales closing technique because it allows you to review the product benefits. In this way, customers can decide whether or not they want to buy your solution. A summary close also provides closure for both the customer and the salesperson.
With this technique, it’s critical to involve the likely buyer by asking them what they think about your product. It helps you uncover objections and cement the product’s value in the prospect’s mind.
Summary close example
Some prospects like analyzing things, so the best closing technique should offer them comparative features or benefits. You can show them the pros and cons of different vendors or product functions. Here’s an example of an analytical closing approach by Ubbersuggest.
Note that Neil Patel, the Founder & CEO of Ubbersuggest, mentions the annual subscription for his competitors. It lets users compare the prices and benefits.
Closing a sale is one of the most important skills for sales reps. It’s a process that requires persistence, patience, and confidence.
When you ask questions, you show interest in your customer’s needs. You want to find out what they need and how they want it delivered.
Showing them why your product or service will be valuable will make it easier for them to buy from you. Sales reps may encounter an objection where customers think the product lacks enough features or value for the price. To resolve this, provide a detailed explanation of what your product offers and why it has more value than others.
You need to be confident in yourself and your product or service if you want the customer to buy from you. Know your product in and out, its benefits, and strengths compared to your competitors.
To make a sale, you need to be persistent. You need to make the customer feel like their needs matter, and you won’t give up until they say yes. It’s crucial to establish comfort and balance confidence with vulnerability.
A hard-close sales approach is a high-pressure tactic that can offend some customers. Instead, focus on developing a win-win relationship with your prospect for a better experience.
Ensure to build a good rapport with the buyer. And create an environment where they can feel comfortable and confident about agreeing to a sale. Be a helper.
Identify people who have the final say over the company’s buying decisions in the early stages of your conversations. That’s because it’s pointless to deal with gatekeepers – they’ve got less influence.
You may have the best closing techniques. But if your sales process isn’t customer friendly, you can fail to close deals. Consider the following questions to evaluate your sales system.
-Are we making it easy or hard for customers to purchase?
-How does our sales process rate with buyers?
-Is there a way to make our sales training more productive? Do we need to assess our sales compensation framework closely?
-Can we learn anything from our sales team’s top achievers? What tips and best practices can we implement from them?
– What are some ways we can use our CRM to simplify our sales process?
-How can CRM improve your overall sales cycle: nurturing campaigns, follow-ups, and lead generation?
Sales reps are responsible for generating revenue and closing deals. Closing a sale is not just about making a good pitch – it’s understanding your customers and finding out their needs.
The first step is to get your prospect talking about their problems, what they want to achieve, and their pain points. When you better understand their wants, you can determine what it’ll take for them to say ‘yes’ and close the deal.
Salespeople must keep in mind that every customer is different, and there cannot be a one-size-fits-all approach to closing a sale. You can close the deal with your buyers by keeping these key points.
– Build rapport and trust
– Know the customer’s needs and wants
– Present your product or service in a way that would satisfy the customer’s needs
– Propose an offer that would work for both parties