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SALES CLOSING
In my opinion most sales people fail when it comes to closing.
They haven’t built the rapport, or not got the key benefit, and not created enough emotion or reasons to close the prospect.
I will help you rectify that on this page!
Here you will find top quality tips on your presentation and plenty of different closing techniques to use that will suit you and your prospect to make decisions.
Choose a couple of these in your presentation and you will start to close those prospects that are getting through the net.
CLOSE 2 OUT OF 3 PROSPECTS WITH THESE 10 TOP QUALITY CLOSING TIPS
Never, ever argue with the prospect over price.
Don’t mention price too early (Keep in control and bring it in where you want to).
Always focus your presentation / pitch on value for money and benefits.
Compare and Compete. Always compare with other companies where you know you can win. Keep paper cuttings and leaflets on your competition. Show your knowledge.
Know your competitors price structure – hidden costs etc. This will help you when you compare and compete.
Stretch your price over the life of the product – i.e. Price is £1200 calculate it out over years or months that it will last your prospect.
Break it down to its lowest form – daily cost, hourly cost. Use everyday items to compare it with such as Drink, Food etc so that your prospect can relate to it.
Offer to spread the deal over payments.
Pitch your price below expectation.
In your pitch set the benefits that high that your prospect will expect to pay the earth for your product or service.
Testimonials / Case Studies – show letters from satisfied customers and how it’s benefited them and changed their results. (Get the customers permission).
CLOSING TECHNIQUES
YES CLOSE
The Yes Close – get your prospect to answer yes as many times as you and they can without making it obvious. This builds rapport and trust and gets your prospect in a “yes mode”.
This technique is used even from the start when you ask the prospect to confirm their name and details back to you and during the pitch keep asking leading yes questions.
“Just to confirm your name is ___________ ANS = yes“
“You made an enquiry regarding our product ANS = yes”
“Your address is __________ ANS = yes”
By the time that you have gone through your pitch and got to the close they will be saying yes to you automatically!
INVITATIONAL CLOSE
Invite your prospects to buy.
“Why don’t you give it a try?”
“If you order now I will _______”
“When would you like us to contact you _______?”
“When will you be in to take delivery?”
SUDDEN DEATH CLOSE
This is for those prospects that keep you dangling and are deciding if they should commit.
No matter what you do they don’t seem to be able to make up their minds.
Not any more!
Fill out the order form or sales contract.
Present or send it to them with a TICK mark not an X (important).
Tick where they need to sign and advise them of the deal as discussed previously.
Ask them “Why don’t you make a decision today?”
If they are still stalling advise them that this is the last time that you will speak to them about this order – then ask.
“What would I have to do to get this deal?”
Or
“How far apart are we?”
The customer has to answer you and if they really want the deal then they will tell you what it is that they want – then it’s up to you to negotiate.
ASSUMPTION CLOSE
This is one of the most popular closing techniques.
Choose a minor point to close on at the right time during your sales pitch.
“Would you like that in blue or red?”
“Would you like a full page advert or centre spread?”
As you have established the emotion and rapport needed to close the prospect listen and wait to what they say. They will either tell you of an objection or simply choose the colour, size or order that they want.
The best assumption close for me is:
“Would you like to pay by cash or credit card?”
OFFICE CLOSE
A very good and powerful close.
Normally used in situations where the customer has either told you of an objection and you can over come it.
I.e. The customer doesn’t like the price.
“I will call the office and if I can get it at the price that you want; you would be happy to go ahead?”
This is a very neat and tidy closing technique that gets commitment from your prospect.
SUMMARY CLOSE
Another favourite of mine.
This is a very warm closing technique.
Simply summarise the points that you have made in your sales presentation and summarise them back to the prospect.
I.e.
“I can tell that you like the product Mr Prospect don’t you?”
“You can also see the quality back up and after sales that we give can’t you?”
“Your happy how this product will benefit you and your family?”
“So I can take it if we get the price suitable for you, you will be happy to go ahead?”
Again they can only give you one of two things an objection or an order.
If they give you an objection you can use your other techniques such as an office close to get the customer’s commitment.
3 T’s CLOSE
Very easy one this however it works better with a physical product and one that creates emotion.
Let the prospect Trial, Touch or Taste the product or service that you offer.
Be that sure that if they even use it or can get the benefit of it for a small time by the time you go to stop or take it back from them they will fight you to keep it.
If your product or service offers the benefits that you say it does and they use it and are enhancing their lives or business etc. you will have a job getting it back..
Get your pen out and the contract and simply start to fill it in.
THE BEN FRANKLIN CLOSE OR BALANCE SHEET CLOSE
Very good in direct sales when presenting to your customer or prospect face to face.
A very powerful and easy technique that can help your prospect make a decision.
If your prospect is sitting on the fence and cannot decide to go ahead or not simply take a piece of paper and a pen.
Draw a line down the centre of the page.
At the top of the page and on one side write GO AHEAD.
On the other side write OPPOSED.
Start with the GO AHEAD.
With yourself and your prospect write all the reasons why they should go ahead listing all the benefits that you can think of and what you have mentioned in your sales pitch.
Then hand the paper and pen over to the prospect and ask them to write everything that they are opposed to.
Obviously don’t give them any help – the list of benefits is always larger than the opposed.
Look over the list when finished and say:
“Well it looks as though you have made your decision.”
Take out your order form and write the date and details down and then ask:
“Can I take the exact spelling of your name please?”
If they give you that and 9/10 times they do; you have the order!
For one company that I trained this was one of the only techniques that they wanted their staff to do and sales figures doubled over night!
RELAVANT STORY CLOSE
Link your prospects situation to another customer who had the same concerns.
Advise them of how they felt and then how it turned out fantastic after using your product or service.
Tell them how the benefits of the product or service that you are offering overcame any apprehension that they had.
This is very good as you can then assure them of the benefits again and also this makes the prospect feel as though they are not alone in this situation.
It is even better when relating the story to another couple or prospect that you can then pull out a case study for.
LOST SALE CLOSE
If all is lost and you have handled the objections; tried some of the other closing techniques – don’t worry.
Simply pack up.
Thank the prospect for seeing you.
Politely tidy up and offer to put that empty cup where you had a coffee away and go to get your jacket or coat on.
Then as you are standing up simply ask:
“Just so I know for next time – what was the real reason that you didn’t buy from me today?”
This will give all objections that have been hidden and sometimes when your prospects guards are down they will simply tell you.
For example the prospect answers “Well Steve I love everything about the product and service I simply cannot afford it.”
You can then answer back “Thank you Mrs Prospect – I apologise maybe I didn’t give you the full details and explain it very well. If you give me one minute”
Start to pull out any forms or material that will get you back in to your pitch.
This has worked wonders for some of my sales and you will be amazed how many more sales that you can convert.
ASK
When all else fails just simply ask:
“What do I need to do to get you ordering from me today?”
These last two techniques when you have nothing to lose; and you put them to action will double your sales I guarantee it.
It’s amazing how prospects suddenly tell you “Half Your Price” or “Give me 2 Months Free” etc…
Once you have something to negotiate with simply use the other techniques above to close your prospect.
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