As a salesperson, one of the essential skills you need is knowing how to close the deal. And while there may be some natural-born closers out there, for the rest of us, it’s something that needs to be learned and perfected.
When I first started in sales, I would get so nervous when trying to close a deal. I would stutter over my words and second guess myself constantly. As a result, more often than not, I would walk away without closing the sale. It wasn’t until later on in my career that I realized that closing isn’t about being pushy or aggressive.
It’s about having confidence in yourself and your product or service and knowing how to communicate that to potential customers properly. If you’re looking to make more sales (and who isn’t?), this guide is for you! We’ll give some tips on how to close the deal and make a sale!
How to Close the Deal and Make a Sale
The ultimate goal of any salesperson is to close deals. Every action they take hopes to move the prospect closer to this end goal.
The best way to reach the end is to have a strategy.
Sales reps spend a lot of time on demos and answering prospect questions because, after all, this is an essential part of the sales process.
Closing deals takes more than just being in communication with your prospective customer. Sales reps need to be assertive and employ strategies to convince customers to buy.
Tips to Help You Close More Deals
Here are sales closing techniques that will help you:
Assumptive selling approach
Assumptive sales is when you assume the deal has already been made. This can be a turn-off for some, so it’s best to use this technique when you already know your prospect is interested.
While this method can work well, it should be used with caution. You don’t want to come across as too pushy.
Data analysis is important for small businesses because it gives them insight into their customer’s behavior, tracks their sales processes, and helps them make intelligent decisions.
What if I were to give you two options? Option 1 or option 2, which would you prefer? This way, you feel like you have a choice instead of me just asking for your financial information outright.
Not all assumptive statements work the same, so you must judge what will and won’t work with a customer.
Now or never approach.
The urgency technique is an effective way of pushing your prospects to act quickly. Offering them an alluring deal can convince them to purchase the spot instead of spending more time thinking about it.
If a customer is interested but not ready to buy, the now or never strategy is a great way to convince them to commit.
- “Sign up now and you’ll get 20% off.”
- “I understand that this product is integral to the success of your company, which is why I will provide 24/7 support for an entire year. This deal is time sensitive, so be sure to take advantage of it today.”
- “This product is sold out, and this is the last sale on it.”
Closing a sale is all about addressing sales objections and reassuring the prospects that your product/service is the right choice. One way to do this is by using questions.
You can ask:
- “If we can address [the objection], would you be willing to sign a contract?”
- “What will it take for you to sign up for our service?”
- “From our discussion, it seems that this is the product for you. What are your thoughts?”
Use a Soft Close to Ease a Prospect
Soft closing is the opposite of a hard closing. It’s used to ease your prospect into taking the next step.
How can our product benefit your prospects? By telling them about benefits and then asking them a low-impact question that doesn’t require them to commit to anything, the prospect can feel at ease and more likely to respond.
Using this strategy will give you more time to research your prospect, which can help you personalize your pitch and increase your chances of success.
Some people prefer visual learning, so if you’re speaking to someone who seems hesitant, offer to show them a demonstration of the service or product.
Showing them how your product or service works can help your prospects see how it fits into their business.
Use a sharp angle approach
This tactic relies on the customer’s interest. If they are interested in what you offer, they may be willing to negotiate for a discount or an add-on.
This is your moment to act. If you agree with the offer, ask for something in return.
This will absolutely make your client happy, who may have been expecting you to push back on their request.
Break down the costs into weekly or daily costs
Cost can be a significant factor when it comes to sales. Especially if you’re quoting a customer a monthly fee, it might seem like the cost is too much.
But if you break it down by week or day, the cost becomes comparable to a daily expense.
Testimonials are essential to convince clients that your business is trustworthy and that your products/services are worth the price.
A customer’s positive feedback can seal the deal and help you secure a new client.
If your prospect is interested in driving more traffic to their website, then you could mention that you can refer them to another customer of yours who was able to increase their website traffic by 45% in just a few months.
If you’re looking to seal more deals, following the tips and tricks in this guide will help you become a pro! Remember to use soft closes, product demonstrations, and ask questions to address sales objections the prospects might be having. With these skills, closing the deal will be a breeze!
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