10 sales closing techniques for winner
Sales closing techniques have a lot of core value, like overtime experience , personal inquiries, and so on, which makes them powerful and lasting over years and years. If you’re struggling to find just the right sales closing technique for you, here are our top 10 Sales closing techniques to win every sale.
1. The Assumptive Close
The Assumptive Close is based on the concept that you firmly believe you will make this sale from the moment you put effort into it. The language you use throughout would indicate that you believe the sale is a “done deal.” The key is checking frequently on your prospect, gauging their level of interest, objections, and determining if they’re on the same page as you.
Why this works: Your confidence and positive thinking is contagious, and makes the prospect think the answer should be as obvious to them as it is to you.
When it works best: When you’re working with familiar leads, and know the product is a perfect fit.
When not to use it: When you have no relationship with your prospect, and hear repeated feedback that the solution doesn’t make sense for them.
The Now or Never Close
Offer your prospect something that they can only get if they commit within a certain period of time (including today). This can include:
- This is the last [product] we have remaining
- Anyone who commits today gets a 15% discount
- If you sign up today, you can take priority in the implementation queue
- This price is only for a limited time until [date]
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.
When it works best: When you have the freedom to offer discounts, and you’re dealing with people whose main objection is that they don’t have time to decide now.
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.
The Takeaway Close
This concept is simple: if you’ve already laid the benefits on them, and they don’t seem interested in certain aspects, take them off the table . Offer cost savings by removing features that they might not need, and see if they’re more inclined to take the offer.
Why this works: Many people object simply because of price. If you can counter that objection by removing things they don’t need, everybody wins.
When it works best: When your platform is multi-tiered, and the prospect has made it clear that they have no use for certain features.
When not to use it: When the prospect doesn’t seem to be objecting to price.
The Hard Close
Also known as the “Nothing to Lose Close,” this tactic involves you letting your potential customer become very aware of the fact that you are selling to them. You ask for firm commitments, when you can sign contracts, when you can set up implementation—and anything else that gets them to actually sign now.
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.
When it works best: When you know you won’t be getting the yes, and have no other options.
When not to use it: When you are still in early stages of following up with your leads.
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- The Puppy Dog Close.
Based on the concept that people who walk into pet stores and hold puppies are more likely to buy them (due to their unbearable cuteness), you make your sale by letting your prospect try it out. Test drive a car, use a free trial, keep a product for a month, and so on
Why this works: If they start using the product, the benefits you talk them they would get become real, and ideally, something they realize they can no longer live without.
When it works best: When you have a product that allows for a trial period, and has features that aren’t always easy to quantify over the phone/by email.
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.
6.The Option Close
This sales tactic falls in line with hard or assumptive closes, in that you are offering your prospect a choice between two or more options, hoping that they will choose one rather than saying no. Offering two pricing plans that suit their needs, tiered levels of service with different features, or implementation earlier vs later, for example.
Why this works: With two viable options in front of them, a person is more likely to choose one, or even choose the cheaper option of two choices because it feels like they are saving money.
When it works best: When you have tiered service levels, and know your prospect would benefit from both of them.
When not to use it: When your offering is static, and you don’t already have confirmed interest in unique features your product offers.
7.The Sharp Angle Close
Some people hear sales pitches all the time , so they understand they they have the upper hand in the discussion; they may ask for add-ons or discounts, knowing you expect them to. To deal with these seasoned negotiators, take them by surprise with the Sharp Angle Close. If you have approval, give them what they want—but at a price: “Yes, I can offer you three months of service for 10% off—but only is you sign the contract today.”
Why this works: You give them something you were already willing to, and in exchange, receive a firm commitment and make the sale instantly.
When it works best: When you’re dealing with people who get sold to a lot, or who ask for incentives to sign.
When not to use it: When your prospect is not familiar with sales nuances, and isn’t asking for anything special or unique from you.
8.The Question Close
We cover this tactic in detail below (with examples) , but the concept is that asking your lead probing questions can force them to actually explain why something does or doesn’t work for them. Ask them why you can’t proceed with a shipment, why [x feature] wouldn’t solve their problem, and so on.
Why this works: These questions give you a far better opportunity to explain why your product meets their needs.
When it works best: When your lead seems perpetually on the fence, but isn’t really explaining why they aren’t interested.
When not to use it: When the prospect has clearly stated reasons for why aspects of your product doesn’t work for them.
9.The Suggestion Close
Another ‘hard close’ tactic, in this conversation, you offer your opinion about what would work best. Offer firm statements that explain how “a shipment on Friday would solve that problem” or “if you sign a contract by [date], your onboarding would be well before the quarter end.”
Why this works: Your opinion enters their mind like facts do, and you offer firm solutions for some of their problems.
When it works best: When you have a great (personal) relationship with your prospect, or you think they can be easily influenced.
When not to use it: When you don’t know your lead well at all, or they are more of an expert in the field than you are.
10.The Backwards Close
This technique goes against almost all sales cycle training, but it has been known to work with certain types of leads. 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.
Why this works: By recognizing that you aren’t trying to sell to them, the potential customer will fell more at ease, and will be more open to listening to what you have to say.
When it works best: When you know the person, found their information through referral, or already have an indication from them that they have no interest in what you’re selling.
When not to use it: When you’re early in the sales cycle and have no reason to doubt your ability to make the sale.
Now that you know the top methods of closing sales, you’ve got the basic techniques down, and know when to use them, let’s talk about building and modifying these formulas for sales in a way that works for your business.
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