You’ve finally landed the deal you’ve been working so hard for. You’re about to close the sale, and all seems to be going well – until suddenly, your customer changes their mind.
What do you do now? Here are four tips for closing a sales deal in any situation.
1. The Assumptive Close
The assumptive close is a sales technique that assumes the prospect has already made the decision to buy, and the salesperson proceeds with closing the sale without explicitly asking for the prospect’s agreement.
This technique is based on the assumption that if the salesperson has done a good job of presenting the product or service and addressing the prospect’s concerns, the prospect will naturally arrive at the conclusion that they want to buy.
The assumptive close is often used when the salesperson senses that the prospect is ready to buy but may need an extra nudge to make the decision.
For example, the salesperson may say something like, “So, would you like me to go ahead and place the order for you?” instead of asking, “Are you ready to buy?” This way, the salesperson assumes that the prospect has already decided to make the purchase and only needs to take the final step.
Another example of an assumptive close might be when a salesperson offers a choice between two options, assuming that the prospect will choose one or the other. For instance, the salesperson may ask, “Would you like the red or blue one?” rather than asking, “Do you want to buy one?”
2. The Hard Close
The hard close is a sales technique where the salesperson uses direct and forceful language to persuade the prospect to make a purchase.
It is often used when the salesperson is running out of time or when the prospect is hesitant to make a decision.
The hard close is sometimes referred to as the “take-it-or-leave-it” approach because it creates a sense of urgency and pressure on the prospect to make a decision.
The hard close can take many forms, but some examples include the following:
- Limited-time offer: The salesperson may tell the prospect that the offer is only available for a limited time and that they must make a decision quickly.
- Price reduction: The salesperson may offer a discount if the prospect makes a purchase on the spot.
- The threat of loss: The salesperson may suggest that the prospect will miss out on an opportunity if they do not make a purchase, such as losing out on a deal or a product going out of stock.
- Direct request: The salesperson may directly ask the prospect to make a purchase, using forceful language and creating a sense of urgency.
3. The Takeaway Close
The Takeaway Close is a sales technique used to help close a sale by offering the customer the opportunity to take away an aspect of the product or service they may be interested in while making it clear that it may not be available later.
The goal is to create a sense of urgency and scarcity, encouraging the customer to make a decision to purchase now rather than later.
Here’s an example of how the Takeaway Close might be used in a sales conversation:
Salesperson: “So, it sounds like our product meets all of your needs. Is there anything else you need to know before making a decision?”
Customer: “No, I think I have all the information I need. I just need to think about it a bit more.”
Salesperson: “I understand. Before you go, I just want to remind you that we have a limited-time offer on the table right now. If you decide to purchase today, we can offer you a discount of 10%. However, this offer will not be available after today. So, if you’re interested in taking advantage of this deal, now would be the best time to act.”
Customer: “Hmm, that’s a good deal. I wasn’t sure if I was ready to make a decision today, but I didn’t want to miss out on the discount. Let’s do it!”
As you can see, Takeaway Close involves offering the customer something of value, such as a discount or special offer, but also creating a sense of urgency by making it clear that the offer is time-limited or may not be available in the future.
4. The Summary Close
The Summary Close is a sales technique used to help close a sale by summarising the key benefits of a product or service to the customer.
The goal is to reinforce the value proposition of the product or service and to help the customer see the benefits of purchasing it.
Here’s an example of how the Summary Close might be used in a sales conversation:
Salesperson: “So, based on our discussion today, it sounds like our product would be a great fit for your needs. It offers the features you’re looking for, and our pricing is competitive. Would you like me to summarise the key benefits we’ve talked about?”
Customer: “Sure, that would be helpful.”
Salesperson: “Great. So, our product offers [list key features and benefits]. In addition, it is designed to be user-friendly, and we provide excellent customer support. Finally, we have a strong reputation in the industry, and our customers consistently report high levels of satisfaction with our products.”
Customer: “Yes, those are all important benefits.”
Salesperson: “Absolutely. So, based on all of this information, do you feel that our product would be a good fit for your needs?”
Customer: “Yes, I think so. Let’s move forward with the purchase.”
As you can see, the Summary Close involves summarising the key benefits and features of the product or service, highlighting its unique selling points, and then asking the customer to confirm that they see the value in it.
This technique can effectively reinforce the benefits of the product or service and help the customer feel more confident in their decision to purchase it.
Conclusion
In conclusion, here is a list of tips for closing a sale; enjoy the process. It can be fun to close a sale, and it will make the customer feel good.
FAQs
What should you say to the clients when you close?
Just inform them that you are closing your doors, provide a precise closure date, and recommend another establishment where they might get their needs addressed.
What are some relevant closing inquiries?
What would you require to commit to moving forward? Are you ready to proceed if you have everything you desire?
Why is it so difficult to make sales?
Salespeople often hesitate to finish deals out of fear of being rejected. Prospects reveal whether they intend to purchase during the close. Hence, prolonging the closure is common practice for many sales representatives who may desire to build a rapport with the customer.
