A good sales closing will result in more contracts won or products sold for a company and, therefore, higher revenues. A bad closing could hinder the entire sales process.
When you know how to sell a product successfully , the sale is made, your business makes money and your profits grow.
This phase can also be an indicator of how well or poorly you are handling the entire sales process. This includes everything from prospecting to the after-sales services you offer your customers.
That is to say, if you do not address the phone database previous phases in an appropriate manner, it will be difficult for you to reach an agreement even if your sales closing is good. And how can you make it effective? We will tell you below.
The 17 most effective techniques for closing sales
Sales closing techniques vary , but these 17 have the greatest consensus regarding their effectiveness:
Direct closing
Presumptive closure
Alternative
xplain more about each of them.
1. Direct closure
This is the kind of sales closing that doesn't mince words , where the salesperson bluntly asks the prospect to buy the product. That is, of course, when the customer doesn't have too many objections to what you're offering.
Since this is a less “delicate” approach, we recommend that you only use this technique when the lead is fully convinced that he or she needs the product. Therefore, it is not as useful when you still have to persuade the prospect.
2. Presumptive closure
It is one of the classic strategies. In this sales closing technique, the salesperson assumes that the client is willing to buy , so he uses his skills to launch phrases and questions aimed at persuading him.
The salesperson doesn't ask the prospect if he would like to buy the product, but rather how he will buy it. "What payment method do you prefer?", "What day would you like to receive your order?" These are some of the questions you can use in this technique because it assumes that the deal is already done.
One recommendation is to avoid using this technique with prospects who do not have a positive attitude and, on the contrary, are aggressive or hyper-analytical. It could be counterproductive.
3. Alternative
The alternative sales close is a variation of the presumptive close and is based on the assumption that the prospect is ready to buy, so it focuses on pointing out the options for purchase. For example: “Would you like the basic or pro version of this product?”
This is a subtle way to lead the customer to decide on one of the two and make him feel as if the choice was his at all times. Therefore, it is a very effective “soft close” to guide the customer to his final decision.
4. Benjamin Franklin Closing
It is one of the most popular sales closings . It is said that the American politician created it when he had to make a decision. Then, he would make a list of pros and cons about what it would entail.
In the case of sales, it is useful when the prospect is undecided. The salesperson asks him to write down on a piece of paper the pros and cons of that product. The idea is to avoid arguing about the cons and instead help list all the benefits of the potential purchase.
5. Closing by offer, Now or never, Urgency
They call it all kinds of things, but it's a classic in the business world. Who hasn't heard phrases like "this offer is only for a limited time" or "if you buy it today, you get it for free..."?
The idea is to create the feeling that you must buy it now , that it is now or you will never have that opportunity again. In this technique the seller must clearly inform the prospect that he has a certain amount of time to buy the product under these conditions.
For example, online stores display a countdown clock during a sales season. If you don't take advantage of it now, the conditions will be different when you want to. It's a very effective technique.
Boost your brand by creating your own online store.
6. Create need
This sales closing technique is very similar to the previous one, but the speech changes a little. Instead of saying that the offer is temporary, the seller can direct the seller to the fact that the product in question is scarce and he does not know if there will be new stock soon.
“It is one of our last pieces and they are not supplying it very often.” It is very effective with clients who just need a “little push” to get going.