1. Creating a Sense of Urgency
Attaching a deadline to a deal or making an offer that includes a special benefit if purchased quickly can prompt a prospect to make an immediate purchase. Giving the client an incentive to commit now can help your sales people avoid losing a deal with a hesitant client.
It’s important to note however, that your reps shouldn’t try to rush a deal that isn’t ready to close. Now-or-never closing strategies should be used when the client might just need a little extra reason to make the right choice right now. For example, saying that it’s the last product at this price or in that colour, or offering a discount for customers who sign up today can effectively help overcome the customer’s inertia.
Why your sales team needs these closing strategies: To give prospects who want to buy a push when they’re lagging on pulling the trigger.
2. Summarizing the Deal
Many sales people effectively close deals simply by summarizing the items that the prospect is hopefully going to purchase, while stressing their benefits and value.
By grouping all of the agreed-upon points in one impressive package, your sales people can help their prospects visualize which items and which benefits they’ll be getting out of the sale.
Why your sales team needs this closing strategy: To help hesitant prospects understand just how valuable of a deal they’ll get—or miss out on if they don’t sign on the dotted line. This strategy stresses what the prospect has to gain or lose.
3. Asking Questions
For closing strategies to be effective, your sales people must demonstrate that they understand the buyer’s needs and must effectively communicate how their offerings will allow a satisfactory solution to those needs. The close is based on these two fundamental goals.
Your sales people cannot possibly know what a customer wants, needs, or desires, without asking probing questions. The most successful sales people know that they must start closing a sale as soon as a conversation with a prospect commences. Through a conversation filled with a series of questions, the sales person can create a desire in the client while also eliminating objections as they come up.
By closing with a question, too, your reps can better understand if the prospect is indeed convinced and ready to buy. For example, closing with the question “In your opinion, does what I’m offering solve your problem?” can help your sales people move forward to signing the contract, or alternatively, continue to overcome objections until that time comes.
Why your sales people need this strategy: This closing strategy allows your sales people to demonstrate that they care about the customer’s needs and creates trust through active listening, moving them closer to the sale.
4. The Sharp Angle Close
When a prospect asks for a concession, such as a discount, quicker delivery, or additional features, this is an opportunity that your sales people should take to close the deal. They should say “If I can make that happen, will you sign the contract today?”
Why your sales people need to use the sharp angle close: For prospects who want everything their way, your sales people need to agree by asking for the sale with the sharp angle close, otherwise, they’ll just be opening the door for the customer to continue asking for more concessions.
5. Asking Directly for the Sale
Finally, sometimes it’s as simple as just directly asking for the sale with a question like “John, are you ready to sign this purchase order?”
Why your sales people need this strategy: When your reps are confident that the person is ready and able to buy, this simple close-ended, yes-or-no question can seal the deal.
About the Author:
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.