Closing sales requires using multiple techniques simultaneously. By applying them consistently, your team’s performance will increase significantly and you may reach your quota quicker.
One way to close deals quickly and successfully is to create an urgency by offering time-limited discounts or free onboarding services.
An alternative strategy involves offering something for nothing, hoping that prospects will reciprocate by buying.
1. The Assumptive Language Close
One of the most effective closing techniques is assumptive language closing, which involves using language which assumes that a sale has already taken place. It can be particularly helpful when customers indicate they’re ready to buy.
Assumptive language closes work by asking a secondary question that assumes customers will agree to purchase your product or service. This creates a sense of urgency for potential buyers and encourages them to reconsider their decision one last time before making up their minds.
As with other sales closing techniques, the assumptive language close should only be employed sparingly as it can come off as pushy if executed incorrectly. Before trying it out for yourself and your buyer persona, ensure it feels authentic to both parties involved and consider its effects with regards to aggressive or controlling buyers who may not respond as desired.
2. The Sharp Angle Close
This sales closing technique works effectively when customers have taken time deciding if they want your product or service. It involves reviewing all aspects of the sales conversation to outline its key advantages and values.
Benjamin Franklin once suggested this effective sales technique when working with prospects who like to assess all sides of a situation before making their decisions. Remind potential clients that delaying a sale can only bring unwanted consequences, including wasted money or important business operations deteriorating further.
Clients who are concerned with cost can be convinced to purchase by offering them an additional product or service at no cost, giving the impression of getting two for one.
3. The Soft Close
Utilizing the soft close technique enables you to avoid being too pushy while building rapport with your clients. It provides a gentle way of prompting decisions by offering insights into how your product can meet their needs.
This closing strategy can be particularly effective with clients who require extra incentive to make a decision, and are indecisive. Use it once all benefits of your product or service have been reviewed thoroughly.
Like with all sales strategies, selecting your approach based on individual client situations is of utmost importance when closing sales. While some clients might react more favorably to hard closers than soft closes, having both options in your arsenal will increase your odds of success.
4. Visual Storytelling
No matter the medium – from slides with quarterly turnover rates to visual art installations – visual content has the ability to move people beyond words alone. Data annotation allows you to enhance storytelling by emphasizing key information, providing feedback, and leading viewers through their experience.
Use this closing strategy to highlight the benefits of your product or service and demonstrate how they will transform life for the better. This is an effective way of closing sales with confidence by persuading prospects that it’s worth their investment.
Use this closing technique by quickly diving into an engaging success story that captures their attention and intrigues them, then let the audience take over from there – this way you’ll create an urgent sense without being pushy or rude.
5. Handling Objections
Unexpected objections can quickly put an end to sales conversations, but handling them doesn’t need to be difficult. With the proper approach and focus, handling objections becomes like dancing; anticipating your opponent’s moves and finding ways to work in harmony with them are both key steps toward successfully handling objections.
Price objections are common, but this often hides more complex concerns such as perceived lack of value or time constraints. Showing prospects how your product solves their issues may help turn these objections around and close sales more successfully.
Opponents to your prospect’s decision often state they don’t have enough authority. To address this situation effectively and expeditiously, ask them to arrange a meeting between you both so you can move things along faster.
