Closing a sales deal is a complex process, and skilled salespeople often employ various techniques to achieve success. What works for one person may not work for another, and unique challenges arise while guiding each prospect through the sales funnel.
Whether you’re a new business owner looking to sign those first clients, a junior sales development representative seeking guidance, or a seasoned sales professional looking to freshen up your perspective – we’ve got you covered!
We’ve compiled a list of effective closing techniques to help you achieve your goals. Let’s dive in and uncover strategies that will boost your sales skills!
1. The Assumptive Close
With the assumptive technique, the salesperson works assuming that the customer will make a purchase, then proactively moves the customer toward a sale. This approach helps the salesperson confidently guide the prospect toward a successful deal by presenting options and acting as if the decision has already been made. Mladen Maksic, the CEO/Founder of Play Media digital agency, often relies on this technique as one of his favorites:
“As a CEO and salesperson, I’ve found that one effective closing technique is to use the ‘assumptive close.’ This involves the client will make a purchase and moving forward with the details rather than explicitly asking them to buy. For example, instead of saying, ‘Do you want to buy this product?’ you might say, ‘Great, so we’ll go ahead and process your order now.’”
2. Closing by Offering Alternative Options
Present the customer with two or more options, all resulting in a sale, and asks the customer to choose one. This technique is effective because it gives the customer a sense of control and ownership in the decision-making process, which can increase their engagement and investment in the purchase.
When using this technique, it’s important to ensure that all options presented are viable and desirable for the customer. This means that the options should differ meaningfully, and the customer should feel they are making a real choice.
3. The “Now or Never” Technique
The urgency close is a sales approach that aims to create a sense of urgency or time sensitivity in the prospect to encourage them to purchase. For example, you can offer a special discount or bonus only available for a limited time, highlight that the product is selling quickly, or mention that the price will increase soon.
The urgency close is often used when the prospect shows signs of hesitation or indecision or when the salesperson feels that the prospect is on the verge of walking away without making a purchase. By creating a sense of urgency, you can often overcome the prospect’s objections and close the deal.
It’s important to note you should use this technique sparingly and with caution. Overdoing it can create a sense of distrust or skepticism in potential customers or make them feel you are pushy or manipulative. As with any sales technique, respecting the prospect’s needs and preferences should be your top priority.
4. The “Pros and Cons” Technique
Presenting the pros and cons of your product or service shows your prospects that you are transparent and honest. When you present a comprehensive overview of the product or service, you demonstrate your trustworthiness, expertise, and knowledge, proving more reliable in the eyes of the prospect.
This technique is convenient if you sell products or services that have a long-term impact on the customer’s life or business and require a significant investment of time and money, such as a new car or an enterprise software solution. By presenting both the pros and cons, the customer can confidently decide whether the product or service is right for them.
5. The Soft Close
The soft close is a subtle yet effective technique used to introduce the benefits of your product or service to a prospect without being pushy. This technique involves asking a low-impact question to gauge the prospect’s interest in learning more.
For instance, you can ask: “Would reducing widget maintenance by 25% and increasing productivity by 15% be valuable to your business?” By posing a question that highlights the benefits, you can pique the prospect’s curiosity without making any demands or sudden requests.
If you prefer an even more indirect approach, you could ask: “Could you share your company goals around widget maintenance and productivity with me?” This approach enables you to learn more about the prospect’s business needs and tailor your pitch accordingly without requiring any commitment on their part.
6. The Recommendation Close
This technique involves making a personalized recommendation based on the customer’s needs and preferences. For example, you can say, “Based on your specific situation, I think this product would be a great fit for you because it solves issues x, y, and z.” This approach is especially helpful if you have already done business with a particular customer and know their needs and pain points.
7. The Opportunity Cost Close
This technique highlights the potential losses your prospect may experience if they choose not to work with you. You can emphasize the pains they may encounter due to the lack of the right tools, for instance:
“I’d hate to see your company suffer from negative consequences simply because you didn’t have the necessary tools. Is there anything we can do to prevent that from happening?” This approach is particularly effective when the prospect actively considers a purchase but hesitates to commit.
8. The “Try-Before-You-Buy” Technique
Offer potential customers a free trial or a product sample before they commit to a purchase. This approach is great for encouraging customers to experience the value of a product firsthand and can increase the possibility of a purchase.
This technique is particularly effective in industries where competition is high. The key is to offer your buyer the chance to use your product without needing to lock in a commitment.
The “try-before-you-buy” technique allows customers to build trust in you and your brand. It also reduces the risk of buyer’s remorse and increases customer satisfaction, leading to positive word-of-mouth referrals and repeats business. Additionally, it helps the company gather valuable feedback and insights from potential customers and improve products and sales strategies.
Boost Your Sales Game With Confidence and a Strategic Approach
As you can see, there are numerous strategies for gaining potential customers’ attention and trust. While these will all come in handy in different situations, they all work best when you trust your instincts and have confidence in your product and yourself.
Also, listening to prospects and getting to know them well is crucial so you can customize your approach to fit their personality and needs. Understand their perspective and genuinely try to solve their problems.
Finally, be aware of the potential negative consequences of high-pressure sales techniques and prioritize building trust and rapport with the customer to create a positive and long-lasting relationship. Good luck!