Your marketing and sales team invests significant time in generating and nurturing leads, attracting prospects, and securing new business. After dedicating substantial resources to this process, closing the deal becomes crucial.
However, persuading prospects to choose your product or service demands more than mere communication. Closing the deal necessitates proactive efforts from sales professionals and the adoption of effective strategies. This guide provides valuable tactics that every sales professional should acquaint themselves with.
Top tips for closing sales
Salespeople use this strategy by offering a special benefit that encourages immediate purchase. For instance:
- "This price is only available for the last item."
- "Customers who sign up today receive a 20% discount."
- "If you commit to buying now, I can prioritize your implementation."
Implementing this technique creates a sense of urgency and helps prospects overcome hesitation when making a purchase. Moreover, it has proven to be effective in closing sales over the phone since you have the prospect's undivided attention in real time.
2. Establish contact with the client
To close a sale, you must first establish a connection with your prospect. Take the time to understand their business, needs, and interests by asking open-ended questions that encourage conversation. Show genuine interest in their input and actively listen. Utilize your automated Otter notes and summaries to demonstrate your attentiveness.
3. Learn about customer pain points
This concerns the overall strategy of the team. Understanding why customers choose you means you can better communicate the value of your offering. To create closing sales techniques specifically for your business, it is worth getting more information. The most effective method, which is based specifically on data regarding your business, is collecting feedback and conversations.
All you need is record phone calls on your iPhone to work it out better. If your sales department uses an app that records phone calls, they will be able to better understand customers and be able to conduct adequate analysis of requests.
When you integrate record phone calls, you will be able to track the effectiveness of your team, which requests your clients respond better, what they need and what they want from your business. Nowadays, record phone calls are quite simple, and the value of this data is greatly underestimated in business.
It is enough to install a Call Recorder for iPhone to get high-quality recordings from the smartphones of all clients. Plus it doesn't cost a lot of money.
4. Put the question at an acute angle
Prospective clients often seek price reductions or additional services when they hold the upper hand in a negotiation. If your sales manager approves, surprise these clients by employing the sharp angle close technique.
When they inquire, "Can you include a few extra hours of onboarding at a discounted rate?" counter with, "Certainly. However, if I accommodate your request, can you commit to signing the contract today?" This response is unexpected, as it involves accepting their request and introducing a closing opportunity.
5. Create a clear sequence of actions
Regardless of whether the sale is made or not, it is important to establish the next steps. If the sale is successful, finalize the paperwork and provide the customer with the necessary information to effectively utilize your products and services. After the products are delivered or the services are provided, follow up with the client to address any potential issues or problems they may have encountered.
If the deal did not close, schedule a follow-up meeting to maintain engagement with the lead. However, if the prospect explicitly expressed disinterest at the moment, it might be more appropriate to give them some space.
Make a note of the previous conversation and consider following up in the future when they may require your products or services. Alternatively, keep them on marketing lists to ensure your marketing campaigns continue to reach them, even if they are not currently prepared to make a purchase.
6. Soft closes
The soft close allows you to demonstrate the benefit of your product to prospects, followed by a low-impact question to gauge their openness to learning more. For instance, "If we could reduce widget maintenance by 25% and increase widget productivity by 15%, would you be interested in learning more?"
You have clearly stated the benefits without making any demands or sudden requests. If the given example still appears too direct, you could ask, "Would that align with your company goals if we told you we could reduce widget maintenance by 25% and increase widget productivity by 15%?" This eliminates their need to commit to you and provides more time to understand their business needs.
7. Offer gifts
The close that entails offering something for nothing involves salespeople hoping prospects will reciprocate by signing a deal. This closing technique proves beneficial for companies lacking social proof and seeking quick customer acquisition.
It’s also an excellent strategy for companies aiming to persuade prospects to switch from a competitor’s product. Salespeople can say, “Alright. We know you have extensive data in your [software name], and migrating to ours will cost upwards of $1,500. If you sign today, we will migrate your data for free. Would you like that?”
8. Question close
To effectively seal the deal, it's crucial to pose the right questions. A strategic approach to address objections and instill confidence in your product or service is through question closes.
Consider these examples:
- "Would you be willing to sign the contract if we address [objection]?"
- "What factors are essential for you to sign up today?"
- "Based on our conversations, it appears that this product is the best fit for you. How do you feel about it?"
9. Price discussion
Highlight the potential loss your prospect may face without your solution to prompt them to reconsider their decision to delay the deal. Using an active voice, you can say, "I don't want you to experience [negative outcome 1] and [negative outcome 2] due to the lack of the right [category of your product]. Would you like to prevent such outcomes by taking the next step?"
10. 1-2-3 close
This technique is similar to the summary close. In both, you summarize the product's features and benefits. However, with the 1-2-3 close, you specifically emphasize what makes the product great in sets of three.
It relies on the power of listing items in threes, which may not be as obvious as other methods. You can choose to focus on three similar points to highlight the importance of a feature, or you can list out three separate points to showcase the product's wide range of coverage.
With this strategy, you can say something like:
- "Our tool helps you grow your business faster, stronger, and more efficiently."
- "If you buy today, you'll receive free shipping, installation, and support."
11. Testimonial close
Businesses feature testimonials on their websites for a reason: they have a strong persuasive power and provide potential customers with an idea of the benefits they can expect from your product or service. Using a testimonial close allows you to leverage positive comments from customers to help you secure new prospects.
In this particular scenario, you can mention, "As you have expressed interest in boosting your business's traffic, I would like to share a message from one of our customers who explains how our tool helped them achieve a remarkable 45 percent increase in traffic within just a few months."
12. Objection close
The objection-closing technique is effective in situations where the reason for a prospect's hesitation is unknown. Usually, the prospect still has a few objections. Once you are confident that the prospect understands the features of your product, inquire if there are any more objections.
For instance, you may ask, "Sam, is there any particular reason that is preventing you from signing the deal today?"
You can promptly address their objection and expedite the signing process.
13. Weekly cost close
Sometimes closing a deal simply boils down to cost. Specifically, if you provide an annual price, it might appear excessively high. However, when you break down the cost per week or day, you can compare it to a routine purchase.
For instance, you can mention that the price of a service is comparable to buying a cup of coffee daily. This allows you to emphasize that you are delivering a highly valuable service for just a few dollars each day.
14. The video close
Videos are unparalleled in their ability to establish trust. By utilizing videos to address objections, explain pricing, or discuss features, prospects have the opportunity to see your face and recognize the effort you invest in closing deals.
When incorporating the video close technique, it is crucial to monitor your email for notifications indicating that prospects have viewed the video. Engage with them in real-time to address any additional concerns or objections.
15. Demonstration close
If you encounter a prospect who seems hesitant, especially due to their visual orientation and struggle to fully comprehend the product, offer them a demo. By doing so, you can provide them with a concrete understanding of how your service or product functions and assist them in envisioning how it can align with their business needs.
"I can demonstrate how this will enhance your website's dynamics."
"Navigating the workings of this product might be challenging to imagine. Let me guide you through it."
Closing a deal is a real art and there are enough ways and successful strategies. It is not enough to be familiar with them, try to expand your knowledge and apply it in life. The more techniques a sales manager has, the higher the likelihood of success.