Closing the Sale
January 17, 2019
Having an efficient sales team is one of the cornerstones of any good company because the sales department makes over 80% of their company’s sales, according to statistics compiled by Propeller. Being able to close a deal with new clients is crucial to being a part of the team because it starts the whole process.
There are a specific set of four closing techniques and the one that you implement should be based on what you know about the prospective client and the type of close you believe they will be most open to. You may not be able to use each technique every day but finding a specific one that works may lead you to even more sales.
The four closing techniques are:
1. The assumptive close:
“This technique involves using a phrase or language that assumes the close is a done deal. For example, you could close with, “What day do you want to receive your shipment?”
2. The option close:
“Similar to the assumptive close, rather than asking for a prospect’s business directly, you ask them which option they prefer. For example, you could close with, “Do you want your shipment delivered on Wednesday or Friday?”
3. The suggestion close:
“If you have good rapport with the prospect and they view you as a trusted expert, a suggestion close is a good approach. You could close with, “Based on what you have told me about your operations, I would suggest you receive orders on Fridays. Does this work for you?”
4. The urgency close:
“Unlike other closing techniques, this should only be used occasionally and by experienced sales reps who have a strong relationship with a client.” (SalesForceSearch.com)
By implementing those tactics into your sales approach you will start finding successful closing. However, as you get to that point make sure to identify the decision maker. In any sales capacity you want to make sure you are speaking with someone who has the power to make a decision. If they are not that person, comfortably and politely have them direct you to someone who is.
Prove to the client that you’re in this together, tell them about past references, explain how people are very satisfied with your development process and end product. If you are looking for even more information, check out our recent podcast with VP of Sales Mike Arsenault. Mike goes into great detail about how he employs the various sales tactics listed above and how he finds success!