The Top 5 Closing Techniques Every Sales Person Needs to Know
If you work in sales, then closing deals is probably one of the most important parts of your job. It’s not enough to simply attract customers, you need to be able to seal the deal and get them to actually make a purchase. That’s where closing techniques come in. In this article, we’ll explore the top 5 closing techniques that every sales person needs to know.
1. The Assumptive Close
The assumptive close is a technique where you assume that the customer has already made the decision to purchase, and you simply guide them through the process. For example, instead of asking “Would you like to make a purchase today?”, you would say “Great, let’s get started with the paperwork.”
This technique works well when the customer has already shown interest and seems likely to make a purchase. By assuming the close, you eliminate any hesitation or second-guessing that might prevent them from following through.
2. The Urgency Close
Creating a sense of urgency is another effective closing technique. This involves emphasizing that the offer is a limited-time opportunity and that the customer needs to act quickly in order to take advantage of it. For example, you might say “This sale ends tomorrow, so if you want to take advantage of these prices, you need to act now.”
By creating a sense of urgency, you motivate the customer to make a decision quickly before the opportunity disappears.
3. The Alternative Close
The alternative close involves presenting the customer with two options, both of which lead to a purchase. For example, you might say “Do you want to make the purchase in full today, or would you prefer to set up a payment plan?”
By presenting two options, you eliminate the possibility that the customer will simply decide not to make a purchase at all.
4. The Trial Close
The trial close involves asking for the customer’s opinion on a particular aspect of the product or service. For example, you might say “So, what do you think about the warranty that comes with this product?”
By asking for the customer’s opinion, you are engaging them in the decision-making process and giving them a sense of ownership over the purchase. This can be an effective way to move the conversation towards a close.
5. The Fear-of-Loss Close
The fear-of-loss close involves emphasizing what the customer stands to lose if they don’t make a purchase. For example, you might say “If you don’t take advantage of this offer, you risk missing out on the benefits of this product.”
By emphasizing the potential loss, you motivate the customer to act in order to avoid missing out.
Conclusion
Closing deals can be challenging, but by using these five techniques, you can increase your chances of success. Remember to be confident, focused, and always keep your customer’s needs in mind. With practice and patience, you can become a master at closing sales and help your business grow.