You can have the best sales strategy there is. If you don’t know know enough about sales closing techniques, though, it would all be for nothing.
The ultimate goal of every sales process is selling, that goes without saying.
To get there, your company needs to have a well structured sales process and, ultimately, your pick of tactics for closing sales and not letting customers slip away.
Failing to achieve the idealized results can be quite a blow to your sales team confidence. Even just one sale, depending on how big it is, can make the difference between failing to hit or exceeding your monthly goals. It’s safe to say, therefore, that every sale is equally important.
Why use sales closing techniques?
Sales closing techniques exist to help avoid losing sales and consequently avoid the damages from the aforementioned situations. Even though there’s no such thing as a foolproof recipe for closing all deals, sales closing techniques are strategies that can be taught so that you’ll do your best to avoid losing sales.
Even though some people say that talented salespeople are born their way, sales closing techniques are not innate talents, they can be learned.
These strategies, developed through decades, are all about sales methodologies and well placed intelligence.
If you believe you or your sales team would benefit from learning sales closing techniques, stay tuned. We’ll talk a bit about 5 killer closing techniques that’ll give that extra push your next sale needs.
Top sales closing techniques
The visual close
“A picture is worth a thousand words” is equally true nowadays as it was in 1911 when it was first said. The reason why this sales closing technique is so popular is because it appeals to the customer’s visual perception.
This technique can help get your prospective customer to say yes using visual aids such as result charts, media, video or even just a pro’s and cons table.
The human brain processes images 60 thousand times faster than it processes words.
When dealing with an especially demanding, hard-to-win customer, consider trying this innovative approach. It may be just what you need to win them over!
The empathy close
9 out of 10 customers think salespeople are just after their money. Sometimes they’re actually right, sales teams have goals and, in order to hit those goals, they need to get customers to buy what they’re selling.
That’s a bad place to start off, though. If a customer feels like you’re just trying to pushing him/her to buy more, he/she will assume a defensive posture you’ll have a hard time shaking off, even if later on you show them you genuinely care about what they want.
The empathy close is one of the sales closing techniques we recommend you master because it allows you to use emotion to reel customers in, leaving reason in the backseat and only bringing it back when it’s time to to close the deal.
Show them that you care. Put yourself in their shoes and genuinely say how you would feel and what you would like to do.
Instead of selling a product, focus on selling a solution to a problem, a medicine to a pain.
Instead of going on and on about how fabulous your product is, directly relate what the product offers and the aspects of their problem. Selling your product as a solution to their problem is the quickest way to gain the customer’s attention and get them all the way through the finish line.
The time close
Time is precious. The most precious thing about it, though, is that it’s limited and, once it’s passed, you can’t get it back. That’s one of the reasons why this sales closing technique is so effective.
You should use time/speed and its impacts in your customer’s projects to leverage the value you’re offering them. Sell yourself like a necessary requirement for the success of their current (and future) projects.
Let them know that once they close with you you can start working together asap to boost their work and make a substantial different in their results .
The financial close
Time is precious, but so is money. We couldn’t possibly deny the importance ‘the money factor’ has in any sales negotiation. Even though this scenario is changing and people are willing to pay more for a better service, there are still many customers that are only looking at the price when negotiating.
The financial benefit can be offering a lower price for a limited time (a seasonal sale, for example).
Another way of luring them in using the financial close (instead of lowering your prices) is showing them the financial benefits they’ll get from using your product.
For example, how much money they’ll save in other platforms by centralizing all their operations in Pipefy.
The scale close
Sometimes it’s easier to explain things, such as benefits, if you use a scale from 1 to 10. You can approach customers asking questions about their situation, what problem they’re looking to solve, their interests, their budgets.
That’ll help analyze the customer’s interest and compatibility while keeping the examination vigorous yet dynamic and sometimes even fun.