Closing is a make-or-break moment in sales. It’s the final verdict determining whether or not your efforts will amount to anything at all.
No matter how hard you work, how well you prospect and qualify, and how well you design solutions for customers- if you are weak in closing sales, you will suffer in your career. While closing sales comes naturally to some, others will benefit from learning how to effectively use proven closing techniques.
The Now or Never Close – This is where salespeople make an offer that includes a special benefit that prompts immediate purchase. This technique works because it creates a sense of urgency
*Example – RMxx if you make payment today!
Question Close – Effective salespeople focus on closing a sale as soon as a conversation with a prospect begins. Through a series of questions, they develop desire in the client and eliminate every objection to purchase.
The question allows you to discover whether the prospect is sold on your product while keeping the door open for further selling. If the answer is ‘no’ it remains their opinion (not yet the truth), thereby allowing you to continue to sell. If the answer is ‘yes,’ then close the deal
*Example – Customer: I want to think about it. You: What would you like to consider about?
You need to keep asking questions and solve every question until they have to excuses not to buy.
Direct Close – When you have addressed the customer’s concerns and you are confident that she knows the value of your product or service, then pose the question directly, “Dear customer, are you ready to place the order?”
Testimonial Close – Use a happy customer experience to convince and close your customer. If they do not trust you, they are more likely to trust someone who is similar to them.
Assumptive Close – Used by sales people to act as though the prospect has already decided to buy
*Example – Do you want us to COD or ship to you?
Yes Close – Ask them several simple questions whereby the answer will be yes and close with your last question. People tend to naturally say yes.
*Example – Do you like XXX brand? Do you want our special discounted price? Do you want to the xxx for RMxxx with free shipping?