The typical salesperson has two or three ways with which they feel comfortable to ask for the order.
Could you imagine a mechanic repairing your car with only two or three tools?
Years ago, I could fix most anything on my car with just a couple of tools. Today, cars are intricate, and there’s no way I would know what to do.
To fix a car today requires a mechanic have several tools and various pieces of equipment to do the job right.
Sales is the same.
Today’s customers are complex, but unfortunately we as salespeople haven’t fully understood the change.
Being comfortable with two closing techniques is simply not enough. Today we must be comfortable with many more than two.
If we want to close quickly, we need to be ready to use the right closing technique the first time and not have to muddle through the slow response.
Below are 10 closing techniques. Read through them, and I recon you’ll find a few you like.
When I’m delivering a training session, I ask salespeople to find two on the list they don’t use and then we work on becoming comfortable using them.
The objective is to add tools to your closing toolbox:
1. Recommendation Close
Works great when you are seen as a valued asset by the customer. You simply state what the customer should buy.
2. 3-Option Close
For bigger deals with a lot of variables, this is a great one to use. Three options are given to the customer. Normally, the first one is very high price, but includes everything. Second one is the middle of the road, and the third is bare-bones. The objective is that the customer selects the second one, as it’s neither the high-priced one nor the one that is simply too weak.
3. Deadline Close
Very easy to use, but only should be used when it’s an actual deadline. Simply saying there is a deadline when there isn’t will always come back to work against you.
4. Solution Close
You drive the close by summarizing the discussion as to the outcomes the customer desires, and it leads directly into you saying how the solution you’re recommending is the right one.
5. Expert Close
Easy to use when the customer trusts an expert who is already using what you’re selling.
6. Best Option Close
You guide the discussion by allowing the customer to respond to questions you present, and you use the answers to narrow the selection to where the customer then feels they have the best option.
7. Outcome Close
Offer the close wrapped around you sharing with the customer the outcome they’ll achieve when they do buy. Quite effective when the customer has identified a significant hurdle they’re trying to overcome and your solution will allow them to get them over it.
8. Only Option Close
Great option when you know specifically what the customer is looking for and they feel the same way. Use this option and display confidence in your voice and body language.
9. Customer Selects Close
You provide the customer with multiple options, all within a very narrow price/outcome range, and you allow the customer to pick the one they feel will work the best. This is a great close when you’re dealing with a customer who feels they have to be the one in charge.
10. Walk Away Close
Yes, you can walk away, and for some customers who you know need to buy and have a deadline to buy but are still hesitant, this close is powerful. You present the offer and wait. And then you simply walk away, compelling the customer to respond.
About the Author
Mark Hunter, The Sales Hunter, is author of “High-Profit Selling: Win the Sale Without Compromising on Price.” He is a consultative selling expert committed to helping individuals and companies identify better prospects and close more profitable sales.
Be the Sales Manager Your Team Needs
6 Secrets to a Successful Sales Meeting
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.
Not a member? Sample unlocked content here.