There are many sales techniques, which can and should be applied in contexts and with different clients. Since not all users are the same or will be convinced the same, among them, in this post we will highlight sales closing techniques. With them you are sure that you manage to close more agreements effectively.
What is the closing of sales
The closing of sales is a key phase of the purchase cycle, in which the agent faces the challenge of deriving the commercial visit towards the decision to purchase a customer. At this decisive moment it is necessary to follow a strategy in which active listening is very important to know your position before the product.
The big sellers do not overlook any detail of the sales process. and they know what the steps are and the work that needs to be done to improve the sales process. In that sense, closing sales techniques are not a secret formula to increase sales overnight. Nor the magic recipe to sell effortlessly. We must know our clients and use the sales closing tactics appropriate to each moment, complementing them with the use of technology. And the appropriate commercial applications that help us to know our interlocutor. Understand their needs and be able to help them satisfy them.
People, as customers, want to see that the agent is taking care of our interests and offering us the best solution. We do not want to be sold, but we love to buy. Therefore, we value sincerity and appreciate that we devote time.
Do you want to know how to make your client feel satisfied? Do you know the strategies that you must apply in each situation? Here we show you the 10 best sales closing techniques and closing questions that you can use according to your interlocutor. To give a more personalized attention and get an effective visit and increase your chances of success.
What are the best sales closing techniques
Some of the best sales closing techniques are: direct closure, alternative closure, closing by mooring, closing by mistake, closing by secondary detail, the method of price change, the method of ridiculous price, the highest quality method, the closure of Benjamin Franking and the closing of lost sales.
Do you want to know more about these sales techniques?
#1. Direct closure
Also known as “direct question” since it consists, precisely, in asking a question to our client. It is one of the simplest effective sales techniques, although we must be cautious about the moment of launching since we are giving our interlocutor to understand that the sale is made. It is usually used in cases of more spontaneous sales and also after a firm journey in cases of advisory sales.
#2. Closure of the alternative
Who does not like to feel that they have the power? We all like to think that we choose ourselves and this is the trick of this type of closure. We give to choose 2 alternatives, both good options for our client evidently. He or she will only have to think what color he prefers or what material or quantity.
#3. Closure by mooring
This type of closure consists of posing questions at the end of our statements with the aim of getting positive responses from the client, either in the form of words or gestures. In this way, their level of acceptance is becoming clear to both parties.
#4. Close by mistake
When we are wrong in some detail of the sale intentionally, for example, the delivery date. Example: we mark the delivery of the order for Tuesday, February 21, correct? If the client corrects us, he will have taken the sale for granted.
#5. Closure by secondary detail
This method consists of making the client imagine that he has already accepted our offer. For this we will ask hypothetical questions such as: if you already had the product in your home, which would use it mainly? ; If you decide to use our services, how would you like us to contact you?
#6. Method of price change
It is a classic for sales that work by campaigns, those that depend to a large extent on the fluctuation of the prices in the market or those marked by your supplier. The salesman contacts his client to inform him of the application of the new price list after a certain date.
#7. Ridiculous price method
It is another type of sales tactics are those related to the price. In this technique of closing “the ridiculous price” the price does not change nor do we plan to do it: we present it in a more attractive way so as not to “scare”. We use it in the case of higher priced products and services. It consists of transforming the total amount into small parts so small that they look ridiculous.
#8. Top quality method
“Cheap is expensive”, “expensive is cheap”. We have all said these phrases once and we all assume they are true. However, they seem to be diluted when we have a very high budget in front of our eyes together with an “unbeatable offer”. It is time to defend our commitment to quality as a company philosophy and to remember the meaning of these phrases.
#9. Close Benjamin Franklin
When you have doubted the destiny of your trip or when you have considered to continue with the rent vs. buy, surely you have made a list of advantages and disadvantages to make a decision as objective as possible without getting carried away by emotions. This is the closing technique Benjamin Franklin, which is activated when the client pronounces the dreaded phrase “I have to think about it”. We turn to action and ask our client to write us their reasons for not buying, then deal with their objections.
#10. Closing of lost sales
This is one of the sales closing techniques used only when we have a clear “no”. In this case we return to the client with the intention of finding out the reason why he has not chosen us. That is, to collect the feedback. We create a climate of confidence for future moments and we improve with the information that the client provides us.
Take advantage of technology in your sales techniques
As we have seen, there are many sales closing techniques that you can apply in your day-to-day business. However, to make the most of these techniques and take advantage of others such as cross-selling. Or complementary sales, we must rely on technological tools.