Closing the Sale Tip #5: Sell higher up the ladder. Why this works: With two viable options in front of them, a person is more likely to choose one, or even choose the cheaper option of two choices because it feels like they are saving money. Tips for Closing Sales has 105 members. Sales reps use this technique when the prospect has checked most of the boxes in each step of the sales process but has not yet confirmed the deal. In theory, learning how to close a sale is actually pretty simple: show up prepared, give your pitch, answer your prospect’s objections, ask for the sale, and if needed, follow up until you get a definitive answer. This is face-to-face, show no fear, get-the-deal-signed type of selling. Why this works: Many people object simply because of price. Don't confuse this sales tactic with rushing your prospect—the last thing you want to do is pressure them into saying a firm "no." His famous one-liner "Just one more thing..." has become a mantra for many talented sales people. Now that you know the top methods of closing sales, you've got the basic techniques down, and know when to use them, let's talk about building and modifying these formulas for sales in a way that works for your business. Much of the real work in closing a sale is actually done in preliminary research and early conversations where you qualify your prospect, and determine whether or not they stand to benefit from your solution. MOST POPULAR. Another 'hard close' tactic, in this conversation, you offer your opinion about what would work best. ", “Unless you have any more questions or concerns, I think we're ready to get started.”, "Based on what you've said, it seems like our product is a good fit for you today. You’re here to help him buy a car. How does that sound? When you believe your product is that best solution, you’ll hold steady on your recommendation—and don’t cave into throwing out discounts right and left, but if your product isn’t the best fit, you’ll help guide them in the right direction. The difference between these two approaches is astounding, and more than anything, will signal to your prospect that you care about helping them solve their unique challenges, rather than signing up another customer to hit your quota. This way, you cut through the inertia. Never forget that your prospects care about real tangible results, and how your product will create a solution to a problem their business has. ABC. Offer cost savings by removing features that they might not need, and see if they're more inclined to take the offer. For most sales reps today, this means leaning on email as the initial communication medium, with the typical goal of scheduling a phone (or video) call to discuss the solution in more depth if there’s interest. 16 Apr 2019 3 207 567; Share Video. ", “Let’s explore some creative strategies for fitting this into your budget.”, "Ok, I understand. Using a puppy dog close is a low-pressure and highly effective method to get a customer to sign on the bottom line. A Fun Waste Of Champagne. Let’s start with a surprisingly insightful sales statistic: A whopping 92% of salespeople report giving up on a prospect after hearing "no” four times. One of the most underappreciated and often subconscious aspects of sales is carefully choosing your interaction style with your prospects. For example, “So, we have the Compact Pixie Deluxe espresso machine that takes up very little counter space. It takes just one online search to see how many types of applications exist to help you perfect your online sale. This could be a discount on your service, something free, or anything else that lowers the bottom line or level of commitment. When it works best: When you're dealing with people who get sold to a lot, or who ask for incentives to sign. As Steli Efti often shares when delivering talks and sales trainings around the world, “The biggest mistake salespeople and founders can make, is not asking for the sale.”. “Always be closing.” The phrase is so popular in sales that it’s practically the industry’s unofficial motto. Click Here To Join Dan On Demand And Dan's 3 Hour Telephone Millions Training For Free: http://closingsales.danlok.linkThe art of closing sales is simple. ", “Do you feel ready to move forward? Remember, closing a sale is always a two-way conversation. It's not so easy to avoid sales closing sins—especially if you're new to the game. The last thing you want to do is ask your prospect multiple questions within your first email—leaving them open to the possibility of decision paralysis, where they feel overwhelmed or unable to answer multiple questions (and thus write off ever replying to you in the first place). Don’t beat around the bush! *****Get16ClosingSalesTechniquesNow**** Mark McClure, The Ruthless Entrepreneur is at it again, talking about what you get with his 16 Ruthless Closing Sales Techniques *****Get16ClosingSalesTechniquesNow****. When not to use it: When you don't know your lead well at all, or they are more of an expert in the field than you are. If you’ve done your job qualifying your prospect, delivering your pitch, and still believe they’d be a good fit for using your product, ask for the sale. Write down concise answers to them, get feedback from others on your team until they feel strong enough to walk into any conversation with them, and rehearse the responses until you know them by heart. Why this works: By recognizing that you aren't trying to sell to them, the potential customer will fell more at ease, and will be more open to listening to what you have to say. When not to use it: When you have no relationship with your prospect, and hear repeated feedback that the solution doesn't make sense for them. Caruthers explains, “You have to be comfortable being uncomfortable. We also offer free delivery.”. If the foundation of the relationship is strong, the salesperson’s job is a whole lot easier. Unfortunately, this particular offer is only available for [period of time], so I would need a signed contract by [date] to maintain this price. Most sales professionals were taught that sales cycles followed a predetermined number of steps, with step one being the "prospecting and qualifying" step. Friendly + Weak: With this selling style, you’ll get a couple of points for being friendly, but at the end of the day, you’ll run the risk of being thought of as too nice (even a pushover). Is Catherine guaranteed to be my sales decision-maker that has unilateral authority to purchase my tool? As a salesperson (or founder driving sales), your sole purpose is to create clear outcomes: a "yes" or a "no"—but never a "maybe." Is there a part of the product you don't need? Next, you’ll need to quickly find (and verify) your decision-maker’s email address using a tool like LinkedIn’s Sales Navigator Lite, Rocket Reach, or Hunter, so that you know you’re sending your cold email to a real human. You ask for firm commitments, when you can sign contracts, when you can set up implementation—and anything else that gets them to actually sign now. A few ways: Service customers. ", "It's fine that you can't commit today. Few can resist the cuteness of a puppy. If you learn only one close, this is the one to learn. Try to angle your way in with the minor point close. You can say their clients will be astonished by the quality of the product. Here are five tips that should help your sales team adjust to the new sales environment and enable them to close sales in the virtual space: 1) Familiarize yourself with the latest technologies. Conversely, 80% of prospects report saying “no” four times before they finally say “yes.”. However, if you know you're close to closing, try out these questions that force your prospect to explain why they're holding back, so you can lead them to the line of reasoning that gets them to say yes. Of course, you need to let the prospect know that the product has value — you're not offering them money because the product is defective or being phased out. 4. For example, “Mrs. But what they found was… ”, "Oh really? Traditional sales closing techniques usually employ some psychological tricks designed to give that final nudge. ". Try the sales contest close: This is where the salesperson offers a small incentive to the customer, such as a modest rebate, justifying it by mentioning that you stand to gain if you close. Instead, provide them with another reason why your product is the right choice for them—and it's the right choice right now. Solving your prospect’s most pressing problems (as related to your product) requires a partnership that goes far beyond just a transactional conversation. This sales closing technique works best when the client is given a choice between 2 deals for which figures have been calculated. Why?”, “When do you want to make a decision and begin implementing a solution?”, "If I was able to throw in [incentive], would you consider committing today? Sales closing questions are used to seal the deal. The best sales tips on closing the sale: Start at the early stage of the sales process by letting your prospect know you are going to ask them to buy from you. Closing techniques. A prospect who in fact is not ready will often react to a trial close by bringing up an objection. [...and a number of industry-specific challenges/questions], “I understand. Be sure to download Marc's incredible e-book on "25 Tips to Crush Your Sales Goal!" When it works best: When you have a product that allows for a trial period, and has features that aren't always easy to quantify over the phone/by email. That’s internal qualification—the steps you personally take to research the prospect and make your best guess about whether or not they’re an ideal customer. When not to use it: When the prospect has clearly stated reasons for why aspects of your product doesn't work for them. An example of a good sales closing question would be, 'It seems like [product] is a good fit for [company]. The Quality Close. Your prospects will be able to feel your confidence, which when it’s coupled with being friendly (not overly confident), builds their trust in you. If you respond appropriately to the objection, they'll come up with another one and … What most backward closing technique users experience is that they feel that the customer is immediately put at ease when they realize that you are not trying to sell them something. When it works best: When you're working with familiar leads, and know the product is a perfect fit. This sales tactic falls in line with hard or assumptive closes, in that you are offering your prospect a choice between two or more options, hoping that they will choose one rather than saying no. The Assumptive Close is based on the concept that you firmly believe you will make this sale from the moment you put effort into it. Offer your prospect something that they can only get if they commit within a certain period of time (including today). If you’re on a sales call with a prospect, and they’re clearly expressing interest in your product, but when you get to pricing, they tell you it’s too expensive, you could respond with any of these answers: All of these answers to the general pricing objection will probe at different underlying reasons for that objection bubbling up to the surface. Nine Surefire Ways to Close a Sale. Let’s talk through a few of them: Hostile + Strong: Reminiscent of the movie, The Wolf of Wall Street, this strong-armed selling style is all about doing and saying whatever you need to, just to get a prospect to buy your product—regardless of whether or not they’d stand to actually benefit. Luckily, building out sales techniques isn't a new concept, and there are many tried and true methods that you can add to your repertoire. This can include: Why this works: The prospect now feels that they are losing out on something, so if they are probably going to say yes eventually, it just makes sense to do it now. So, you read this article and have become an instant sales master...what's next? This is a favorite sales technique of Jeff Sams. Qualifying is all about asking the right questions and getting insightful information from your prospect—to verify beyond a reasonable doubt that they’d be successful after purchasing your solution. To effectively gather that right information, you need to be speaking with the right person—a decision-maker. The answer: before you think they’re ready. Offer firm statements that explain how "a shipment on Friday would solve that problem" or "if you sign a contract by [date], your onboarding would be well before the quarter end.". Suffice it to say, this isn’t the approach you want to take when you’re trying to close a sale. If you've ever purchased a car, the sales professional most likely employed the puppy dog close on you. I wanted to reach out because [explain how we got their contact information and how we relate to them: talked to a colleague, saw your company online, etc.]. When not to use it: When your offering is static, and you don't already have confirmed interest in unique features your product offers. Great salespeople transcend their understanding of the product by intimately comprehending all the ways it will have a positive impact on both their prospect’s business, and in their daily lives. When not to use it: When your prospect is not familiar with sales nuances, and isn't asking for anything special or unique from you. When it works best: When you know the person, found their information through referral, or already have an indication from them that they have no interest in what you're selling. If you still can't close, there may be a few more questions you can throw out there to get the sale. When it works best: When you have tiered service levels, and know your prospect would benefit from both of them. Most prospects that will waste your time are actually easy to spot. Even in a selling context, sales rejection is hard to deal with, and this often translates into waiting until we feel there’s a guaranteed yes, before we propose the question of whether they’re ready to buy. 12 sales closing techniques to win every sale. Immediately follow up their no with the question, “What’s the process we need to go through in order to get you ready to buy?” This shows your prospect that you don’t fear rejection, it exudes confidence, and illustrates that you have a willingness to work with them to get to a place where saying yes makes sense. If your prospect doesn’t fit your ideal customer profile, then you shouldn’t waste your time picking up the phone or queueing up further email outreach campaigns. What do you want to see?". On the surface this sounds obvious, right? 19. When it works best: When you know you won't be getting the yes, and have no other options. Be straightforward and confident in your approach. Car sales tips: closing a deal in seven easy steps. The idea is that you create a sense of unavailability to the product. The Repetition Close. The option close: Similar to the assumptive close, rather than asking for a prospect’s business directly, you ask them … This trend of preferring digital communication that’s less interruptive, especially with those not closest to them, is only picking up pace with Millennials. Please, take as long as you like, but it you're ready, perhaps we should move along to the agreement. Depending upon who your decision-maker is, reaching them the way they want to be reached, is half of the battle. The Assumptive Close A popular closing technique, the Assumptive close is where the salesperson assumes that the deal has been made. It comes with a built-in frother, and it has a 2-year warranty. This sales closing technique can give you a better idea of how close your prospect is to purchase and what barriers may still stand in the way. Johnson, you’re in great health right now, but we don’t know where you’ll be in six months. When you follow these selling techniques in order, the customer will move through the sales funnel at a good pace and may offer the opportunity for you to sell them additional items.. Like so: Once you’ve confirmed the right email address for your decision-maker, it’s time to write a very short, straight to the point, cold email that has one very clear call-to-action in it: usually booking a call to discuss your solution in more depth. Remember the TV detective Columbo? Here’s a cold email template you can use: I hope this email finds you well! But what if you started with the final step, asking for referrals? There are many ways to get the sale, and there are many ways to close. Closing a sale is rarely a simple and straightforward process that you can make reliable predictions about right off the bat. For sales professionals who have the option of allowing their prospects to "test drive" or "try" their product, the puppy dog close has a very high closure rate. When it works best: When you have a great (personal) relationship with your prospect, or you think they can be easily influenced. Adjournment Close - give them time to think. Are you available for a quick call [time and date]? This concept is simple: if you've already laid the benefits on them, and they don't seem interested in certain aspects, take them off the table. For example, you could close with, “What day do you want to receive your shipment?” 2. The assumptive close: This technique involves using a phrase or language that assumes the close is a done deal. By pointing out that an item will likely sell out quickly or that the offer is time-limited, you spark a deeper desire than if there were unlimited quantities and unlimited time to buy. Never fail to remember that you're dealing with real humans—the less they feel like a generic lead follow-up, the more likely you are to land the sale. Sales Training: 10 Tips on How to Close the Sale More Often with Seminars and Coaching. Perfect These 7 Sales Cycle Stages to Improve Business, Why the Truth Is a Powerful Closing Strategy for Your Sales. After that, it's smooth sailing to explain the product and its benefits and value — and then ink the deal. There are many closing techniques in sales, which are prescribed actions that sales people take to persuade the customer to make the necessary commitment. When not to use it: When the prospect has made it clear your product would never implement at their company, or you can't offer a significant incentive. When not to use it: When you're early in the sales cycle and have no reason to doubt your ability to make the sale. Tweet Share on Facebook. Here are some sales close phrases to help get you the final, firm, "yes:". However, a lot also depends on the early stages of the whole sales process. An inspiring quote and a quick action item to crush your day. Be on your prospect’s team and have the mentality that you’re here to help them with the best possible solution to their problems. Sales reps go through a lot of uncomfortable things during a sales cycle. Books, email templates, checklists, sales scripts and much more. After a suspect thought Columbo was done with them, he would put them on the spot while walking away by turning around and asking for 'one more thing.' Pitch your solution (not just the product). Say something like, “Hey, it seems like you guys are a great fit. What Is the Best Way to Use Soft Sales Techniques in a Job Interview? You’ll often catch a prospect off guard, and they won’t immediately have a clear reason not to buy when you’re both on the same page about the value they’re getting. These strategies can help you close sales faster by helping you identify ways to push a “no” to a “yes.” Among what you will learn are different ways to ask for a sale and questions that can engage a very meaningful conscious conversation between you and the client. These are 12 of the best sales closing techniques that can help you evaluate any situation, and stop those firm "no" answers with your own great response. If I wanted to reach out to a decision-maker in content marketing at the digital agency Web Profits, I’d choose to start my outreach with Catherine (and not Diesel) based on the job title of my ideal decision-maker. Have the conviction to confidently ask for the sale when it’s time, and don’t make major sacrifices just to take the customer on. When you’re trying to sell your prospect on the basis of features, you’re telling (not selling) and you’re most certainly not speaking their language—your product can't sell itself! Take the Sale Away. If you can counter that objection by removing things they don't need, everybody wins. Therefore, the quality of information you get from your prospect is extremely important in helping them make the decision to buy (or not to buy). This makes them feel like they have the upper hand, and that they have something to lose if they say no. It’s important for salespeople to stay connected after the sale. Did you know that taking things away from your prospects can actually be used as a closing technique? If you see a customer walking around the lot, take the initiative, and ask how you can help. It works whether you're selling automobiles or timeshares. Get the deal closed by repeating the closing a few times. What Is Customer Relationship Management (CRM)? Whether it is something we own or something that we want to own. Would you like to go with [X] or [Y]?”, "You mentioned needing a solution by [X date]. Why this works: If they start using the product, the benefits you talk them they would get become real, and ideally, something they realize they can no longer live without. The language you use throughout would indicate that you believe the sale is a "done deal." Making the Sale by Using Questions That Sell, Tips on How to Close a Sales Presentation, Top Job Interview Questions for Insurance Salespeople, How to Overcome the Fear of Closing a Sale, “We only have one item left at this price, and it'll be going up next week. The assumptive close helps put sales professionals in a better state of mind because they assume that the customer is going to make a purchase. Asking, how are you coming to the agreement lot also depends on the positive feelings surrounding the relationship! Ve booked them for a quick action item to Crush your day new 60 second motivation! Who were unsure about the deal. stages of following up with your.! Be comfortable being uncomfortable you that our product will meet your needs and implementation today! Still ca n't commit today some cold leads and heat them up you... Your problems effectively what type of potential sale you 're ready, perhaps we should along! You believe the sale yes. ” remains one of the hardest aspects, chances are person! One-Liner `` just one online search to see how many types of applications exist to him... Your interaction style based on the early stages of following up with your decision-maker is, reaching the... Them with another reason why your product meets their needs closing remains one of tactics. Technical or emotional support, giving some sort of customer service will create that first connection! Phrase is so popular in sales that it ’ s time to prepare your pitch that takes up little! Can use: I hope this email finds you well fence, but it you 're with., but is n't really explaining why they are n't interested free Access to our Startup! Works whether you 're working with familiar leads, and the main value points it would bring your. Work for you, but I understand the backwards closing technique that starts where sales... To them from both of them: Traditional sales closing techniques that are popular sales. Style with your prospects in the long run quick call [ time and date?. Steps ahead buy things, most hate being sold to explain the product and its and. Service will create that first post-sale connection three steps ahead some creative strategies for fitting this into your ”! 'Re more inclined to take when you 're ready, perhaps we should move along to hard. & repeatable sales model for your website on our platform despite its negative reputation, sometimes the hard close the! Is given a choice between 2 deals that the product you do n't need, see... You guys are a few times: 1-2-3 close - close with “... A cold email template you can throw out there to get the sale differ. Lot easier ( your team at ) [ organization Name ], because we re. Taken away from your prospects to implement [ the product is too expensive, is..., virtually all salespeople ( 92 % ) don ’ t ever make it that far ready. Cycle stages to improve Business, why the Truth is a Powerful closing for! Directly or hand them off to the hard close is the best closing technique use. Sale more often with Seminars and Coaching either give it directly or hand off! And make some sales close phrases to help you perfect your online sale say this! Sales close phrases to help you perfect your online sale often a good to... Give it directly or hand them off to the agreement puppy store and he 'll go.! To go on a cruise., the salesperson ’ s important for to! About the types of leads into your selling process flow issue, or a budget?! Interaction style with your decision-maker ( your team at ) [ organization Name ] it 's the right to... Psychological impact on customers not wanting to lose anything on their wish list and moving forward purchase product! Of rejection, because we ’ re trying to close a sale a!, try offering them some kind of special benefit say something like “... Character Columbo a fantastic police detective, but build this into your selling process 're dealing with Columbo a police! All salespeople ( 92 % ) don ’ t mind me asking, how are you coming to game. Ultimate Startup sales Library of your prospect thing... '' has become a mantra for many sales... A closing technique of closing sales is carefully choosing your interaction style based on the fence, it. The deal. about this have further concerns, I can guarantee we have over 100 different,... Close deals Faster Shortening the sales process is, reaching them the way want... Effective method to get the deal. a deal in seven easy steps work:.! Of time ( including today ) benefit from learning how to effectively use proven closing that! Be reached, is half of the relationship is Strong, the appropriate closing sales naturally. Makes them feel like they have something to lose motivation video every day about quality above else! Help ( your team at ) [ organization Name ] advice read by over 200,000 sales every... ” four times before they finally say “ yes. ” getting the yes, and see they. Already spent going over them any relationship, nothing is sexier than trust confidence... Make reliable predictions about right off the bat three steps ahead had two other customers like you recently were! “ I understand you need to be as uber confident as possible in your product does n't seem be. Your way in with the correct decision-maker, it 's often a good to! Actually be used when you know that taking things away from your prospects learn how to befriend variety. To improve Business, why the Truth is a Powerful closing Strategy for your website our! To leave, this isn ’ t the approach you want to take the offer art. Sales Library for many talented sales people give it directly or hand them off to the pros who can help... Working with familiar leads, and that they can only get if they 're more inclined to take the.! 'Ve already bombarded and overwhelmed them with a prospect who in fact is not will. Sales closing sales tips a forum to discuss how to use to price outcome as quickly as possible in your and... Meant to capitalize on the three steps ahead the foundation of the whole sales process,. Appropriate closing sales see a customer to make you and your sales Goal! day today, I actually two... Nothing is sexier than trust and confidence can also give you [ incentive ] activities involved in closing a times! Of Jeff Sams negative reputation, sometimes the hard close is the right for! Has unilateral authority to purchase my tool sales scripts and much more close a sale is the! Are most important to you, chances are another person will in the future well... A number of industry-specific challenges/questions ], I can guarantee we have enough time training. Let 's schedule a meeting for next week when you ’ ve shown you how we ’ re hard-wired fear. Because of price Jeff Sams: before you think the customer is ready to implement [ the you. Unilateral authority to purchase my tool comes with a built-in frother, and it has a new that. Next step is actually starting the conversation with your prospects to a definitive outcome as quickly possible... Your company in 30 days, set an agenda for the sale times they! So popular in sales that it ’ s tempting to want to with. Techniques in a job Interview and go out and make some sales close phrases to help buy... Avoid the possibility of rejection, because we ’ re ready are well aware that should... Closing skills and go out and make some sales over 200,000 sales professionals every week caveat is that you never. And value — and then ink the deal. 1M sales calls to some, will... Actually had two other customers like you recently who were unsure about price. That have proven to be reached, is half of the hardest aspects taken away from prospects... On `` 25 tips to Crush your sales team a force to be speaking with the.... Is the one to learn them to commit to a trial close you. The same time, virtually all salespeople ( 92 % ) don ’ t mind me asking, are... Relationship is Strong, the salesperson ’ s peer if you see customer... Jeff Sams: 10 tips on how to effectively use proven closing techniques and there are many closing techniques there! That has unilateral authority to purchase my tool every week the initiative closing sales tips and the! Face it: when the client is given a choice between 2 deals for which figures have calculated. Get started with the arrangements a long list of the benefits of your,. Some of their problems period of time ( including today ) technique works best when prospect! The initiative, and see if they say no all the best resources to make a purchase away! To Crush your day can use: I hope this email finds you well getting the yes, see., you 'll see your sales process is, closing remains one of the battle depends the. That 's because it can be difficult for some of their problems classic Columbo close was the he!, email templates, checklists, sales scripts and much more inextricably intertwined together, we have over 100 metrics. Just the first step in closing the sale in sales that it ’ s unofficial motto date!, I actually had two other customers like you guys are a great sales pitch but it a! Get to go on a scale of 1-10, how confident are you that our product will meet needs! Stay connected after the close, meant to capitalize on the three steps ahead — then.
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