The Assumptive Close A popular closing technique, the Assumptive close is where the salesperson assumes that the deal has been made. Take some time to summarize all the benefits of your product, and the main value points it would bring to your prospect. Why this works: Making what you want clear helps the person feel a little more at ease, and though they may not say yes, at least they will give you a firm answer so you now longer have to spend time following up. What most backward closing technique users experience is that they feel that the customer is immediately put at ease when they realize that you are not trying to sell them something. To close a sale with a prospect, there are many techniques you can employ. Take the Sale Away. Along the path to closing any sale, you’re going to field difficult questions, objections to certain features, push back on pricing, and any number of other sales objections. ". Are you available for a quick call [time and date]? If you've ever purchased a car, the sales professional most likely employed the puppy dog close on you. After a suspect thought Columbo was done with them, he would put them on the spot while walking away by turning around and asking for 'one more thing.' Talk about quality above anything else, mainly price. When it works best: When you know you won't be getting the yes, and have no other options. When you believe your product is that best solution, you’ll hold steady on your recommendation—and don’t cave into throwing out discounts right and left, but if your product isn’t the best fit, you’ll help guide them in the right direction. When not to use it: When the prospect has made it clear your product would never implement at their company, or you can't offer a significant incentive. Telling: "Our platform measures over 100 different metrics, charts, and graphs for your website including this, this, and this. What Is the Best Way to Use Soft Sales Techniques in a Job Interview? When not to use it: When the prospect has clearly stated reasons for why aspects of your product doesn't work for them. 20. Anticipating and dealing with these objections is a natural part of your journey to close a sale, but it requires adequate preparation ahead of time—otherwise you’re leaving your deal up to chance. Usually, the referral request is after the close, meant to capitalize on the positive feelings surrounding the new relationship between you. The method involves starting at the end—ask your lead for referrals rather than trying to sell something to them at the onset of the relationship. The take away close entails reviewing certain features or benefits a customer wants and then suggesting that they forgo some of these features — perhaps to offer cost savings. To achieve the close, the appropriate closing sales techniques need to be identified and implemented effectively. Questions require direct answers that help sales reps better understand how the prospect is feeling about the deal. As a salesperson (or founder driving sales), your sole purpose is to create clear outcomes: a "yes" or a "no"—but never a "maybe." Is Catherine guaranteed to be my sales decision-maker that has unilateral authority to purchase my tool? What do you want to see?". Conversely, 80% of prospects report saying “no” four times before they finally say “yes.”. These strategies can help you close sales faster by helping you identify ways to push a “no” to a “yes.” This statistic doesn’t mean every lead is just four “no’s” away from turning into a “yes,” but the clear takeaway is that sales is often a long game, and the majority of leads aren’t going to close right there on your first cold call. Here are some of these: 1-2-3 Close - close with the principle of three. ", "Unless you have further concerns, I think we can get started with the arrangements. Through his own selling experience, Caruthers has learned how to befriend the variety of uncomfortable activities involved in closing a sale. When it works best: When you're working with familiar leads, and know the product is a perfect fit. See also, Why Closing The Sale Techniques Are Dead For Retailers In Sum. Most sales professionals were taught that sales cycles followed a predetermined number of steps, with step one being the "prospecting and qualifying" step. Then why does it happen so frequently in the sales world? An example of a good sales closing question would be, 'It seems like [product] is a good fit for [company]. Be on your prospect’s team and have the mentality that you’re here to help them with the best possible solution to their problems. This technique goes against almost all sales cycle training, but it has been known to work with certain types of leads. To deal with these seasoned negotiators, take them by surprise with the Sharp Angle Close. This can include: Why this works: The prospect now feels that they are losing out on something, so if they are probably going to say yes eventually, it just makes sense to do it now. Car sales tips: closing a deal in seven easy steps. Below are our top phone sales closing tips from 1M sales calls. Be your prospect’s peer if you want to master closing the sale. An overwhelming majority of people (80%) give a salesperson at least four “no’s” before they change their minds and decide to try out a new solution. For example, you could close with, “What day do you want to receive your shipment?” 2. At the beginning of your sale, at the Sales Introduction stage, set an agenda for the meeting with your prospect. You know what, I actually had two other customers like you recently who were unsure about the price at first. All the best resources to make you and your sales team a force to be reckoned with! Friendly + Weak: With this selling style, you’ll get a couple of points for being friendly, but at the end of the day, you’ll run the risk of being thought of as too nice (even a pushover). Closing a sale is rarely a simple and straightforward process that you can make reliable predictions about right off the bat. Show off your product, compare it to other products, talk about the benefits, then come back … ", "Are you ready to implement [the product] at your company? Closing the Sale Tip #5: Sell higher up the ladder. Why this works: These questions give you a far better opportunity to explain why your product meets their needs. That’s selling, and should be the focal point of a great sales pitch. On the surface this sounds obvious, right? If you signed up by [Y date], I can guarantee we have enough time for training and implementation. A prospect who in fact is not ready will often react to a trial close by bringing up an objection. Live in the friendly and strong zone and your energy will be infectious, (yes, even through video demos and on phone calls with prospects—hoorah inside sales). You can say their clients will be astonished by the quality of the product. Have the conviction to confidently ask for the sale when it’s time, and don’t make major sacrifices just to take the customer on. The assumptive close helps put sales professionals in a better state of mind because they assume that the customer is going to make a purchase. If you have a formal sales process for your organization, then you’ll know which communication medium tends to be most effective for actually reaching your decision-maker to talk about your product with them. When not to use it: When your product can't be 'test driven' or it doesn't have a great variety of features and benefits. ", “When is the best date and time to schedule our next meeting?”, "Is there any reason that you wouldn't do business with us at this point?”, "If we could find a way to deal with [objection], would you be ready to make this deal happen next week?”, “Taking everything into consideration, I think one of these two plans would work best for you. Offer to let the dog lover take a puppy home to "try it out" and nine out of 10 times the customer will buy the puppy. Did you know that taking things away from your prospects can actually be used as a closing technique? In this article, you will find many sale closing tips, important key pointers, rules, and types of sale closing methods.There is a lot to learn and you will find most of it right here. How does that sound? 1. If I wanted to reach out to a decision-maker in content marketing at the digital agency Web Profits, I’d choose to start my outreach with Catherine (and not Diesel) based on the job title of my ideal decision-maker. It's not so easy to avoid sales closing sins—especially if you're new to the game. When it works best: When your lead seems perpetually on the fence, but isn't really explaining why they aren't interested. Get actionable sales advice read by over 200,000 sales professionals every week. Give your prospect a scale from 1 to 10 with clear starting and end points, and let the prospect tell you exactly where they stand: “On a scale of 1 to 10, 1 being ‘we should end the call’ and 10 being ‘let’s get started right away,’ where would you say we are?” If the prospect replies with a 6 or lower, you probably didn’t convey the value of your solution effectively enou… A few ways: Service customers. Don’t beat around the bush! When not to use it: When your offering is static, and you don't already have confirmed interest in unique features your product offers. Closing Technique #7: The Backwards Close The Backwards Close is a closing technique that turns the sales process around, starting at the end first by asking for referrals. You might try saying something like: Most of the time, this approach will work because people are often afraid to commit — even if they want the product. For example, “Mrs. As Steli Efti often shares when delivering talks and sales trainings around the world, “The biggest mistake salespeople and founders can make, is not asking for the sale.”. The prospect is encouraged to make a decision between the 2 deals that the company is offering. Make sure your prospect knows if a bonus or discount is tied to volume and expires after a certain number of sales are made. Daily Dosage Subscribe Unsubscribe 880. There are many closing techniques in sales, which are prescribed actions that sales people take to persuade the customer to make the necessary commitment. Why this works: Hearing all the benefits at once can seem more impactful than the 30 minutes you already spent going over them. ", “Do you feel ready to move forward? Please, take as long as you like, but it you're ready, perhaps we should move along to the agreement. The answer: before you think they’re ready. Luckily, building out sales techniques isn't a new concept, and there are many tried and true methods that you can add to your repertoire. Good salespeople know their product inside and out. Let’s walk through an example: If you’re selling a tool for content marketers and experience tells you that the ultimate decision-maker on purchasing new tools like yours goes to a Head of Content Marketing or Director of Marketing, it does you no good spending time talking to an entry-level marketing person, copywriter, assistant, or member of another team entirely. I’ve shown you how we’re going to solve your problems effectively. 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