Closing is a make-or-break moment in sales. The final verdict that determines whether or not your efforts will amount to anything at all.
It’s natural to feel apprehensive about it at first. However, without that feeling of danger, successfully closing a sale wouldn’t be so thrilling — a feeling that drives salespeople to continually strive for more.
Because sales professionals are expected to generate the best possible win rates for their effort, a large number of closing sales techniques have been developed over the years. Here are three proven closing techniques, and why they’re so effective.
Understanding closing techniques is important, but there are no magic words to guarantee that you make the sale. You must start by helping your customer identify his needs and then demonstrating that your product or service offers an affordable solution that addresses those needs. With that foundation, a good closing will help you cement the deal and grow your business.
When the customer asks for a concession, whether it is price, delivery or additional features, respond by asking, “If I can do that for you today, will you sign a purchase order?” This is an important closing question – if you agree without asking for close, then the customer has an open door to continue asking for concessions.
The way consumers make purchasing decisions is constantly changing, so it’s important to continually re-evaluate your sales strategy with your staff. Selling any type of product or service can be a fine line to walk–you have to find that perfect balance between being persuasive but not arrogant or annoying.
This takes careful planning, but fortunately with a solid strategy in place you can make sure your company is staying consistent and closing more deals.
You have to remember that when trying to make a sale, the customer needs to come first. Below are some of the most effective strategies to help close your sales faster:
A client can sense if you are being genuine during the sales process. In other words, it’s important to convey to the client that you care about their business and not just the deal. Coming off too calculated can turn people off; however, remember that there is nothing wrong with being prepared. It’s okay to appear like you’re ready for every question that comes your way, just simply don’t act like you don’t care about the customer’s best interests.
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