Whether you sell products or services, your closing technique matters. You want to leave a prospect with a positive impression. Better yet, you want them to be ready to take action and buy your product or service. However, selling can be difficult. What really works to close a sale? Here are three top sales closing techniques to try.
#1 The No-Hassle Close
The no-hassle close makes buying your product or service as easy as saying yes. You eliminate objections by taking care of the legwork. For example, if paperwork is an issue, then you tell your prospective client you’ve already begun the paperwork. If there is a risk involved, then you remove the risk by providing a guarantee or a limited time money-back return policy. The no-hassle close makes it almost impossible to say no.
Consider what you’re selling. How can you eliminate all hassle from the arrangement? For example, if you’re selling a service like graphic design, then what can you do to streamline the process?
If you’re selling a product, can you include shipping and delivery? Does the product need assembly?
#2 The Summary Close
The summary close is exactly what it sounds like. You summarize the benefits of buying from or doing business with you. This process is something to practice in advance. The more enthusiastic and positive you are in your presentation, the better.
Enthusiasm is contagious and your prospect will catch it. Repeat all of the highlights of your presentation. Be sure to also include any agreements you’ve made with your prospect during your conversation. Your goal is to get them excited and ready to sign on the dotted line.
Don’t drag your summary out into every minute detail. Just hit the highlights and stress what they have to gain by becoming a customer.
#3 The Assumption Close
This one is fun and it works quite well. The assumption close is where you speak to them as if they’ve already agreed to become a customer. You speak as if they’ve already said yes. You’ll ask questions like, “when would you like the product delivered?” or “Does a project delivery deadline of July 19th work for you?”
The assumption close can go wrong if you use it too soon or if it comes across as pushy. Take care to not make too many blanket assumption statements. Use your prospect’s response as a cue for how to proceed.
The technique you use to close the sale may vary from client to client. Learn to read the verbal and physical cues. Go into each sales meeting with a positive attitude and a genuine interest in helping your customer. Your good nature and intentions will shine through. Closing will simply be a matter of shaking hands.