Closing a sale is the culmination of a series of well-executed steps in the sales process. It requires finesse, confidence, and a deep understanding of the customer’s needs. Successful sales agents use specific techniques to get to the client’s good side.
From establishing rapport to handling objections, these strategies cover every aspect of the delicate dance that is closing a deal.
Here are 20 sales closing techniques your agents can also experiment with:
1. The Assumptive Close
This technique is when you assume that the prospect is ready to buy, and phrasing the close in a way that implies the decision has already been made. Even if the client is not fully committed yet, you are nudging them to agree.
Example: “Thanks for providing your preferences. Upon checking, it looks like everything is in order. So, would you prefer delivery on Monday or Tuesday?”
2. The Puppy Dog Close
Some sales agents use this to allow the customer to “try out” the product or service before making a commitment.
Example: “Why don’t you take our product for a spin? I believe you’ll love the experience. If it doesn’t meet your expectations, we can discuss it further.”
3. The Ben Franklin Close
For the more discerning clients, listing the pros and cons of the decision will help them logically evaluate the purchase.
Example: “What other concerns do you have? What are the key advantages you see in moving forward? Considering the benefits we’ve discussed and the potential positive impact on your [specific goal], do you see any significant drawbacks? We can weigh these to help you better.”
4. The Urgency Close
Limited-time offers make all the difference in most cases! A successful sales agent knows that creating a sense of urgency (including product scarcity), will prompt immediate action.
Example: “Our current promotion ends this Friday. If you decide before then, you’ll qualify for an exclusive discount. What do you think?”
5. The Now or Never Close
Emphasize that the offer is a one-time opportunity, and your client won’t afford to miss it.
Example: “This is a unique promotion, and unfortunately, we can’t extend it beyond today.”
6. The Trial Close
Checking the prospect’s readiness to move forward at various points during the conversation sometimes works!
Example: “Does this align with what you’re looking for? If you feel our product meets your needs and requirements, we can get it ready for you now.”
7. The Silence Close
This may seem unconventional but using silence strategically after presenting the offer will encourage the prospect to fill the void with their thoughts.
8. The Alternative Close
If you have two strong points about your product – consider offering the prospect a choice between two favorable options, both leading to a sale.
Example: “Would you prefer the standard package or the premium one? If you want more comprehensive features, there’s our premium package, and I believe this would be best for your business.”
9. The Summary Close
Do a recap and summarize key points of the conversation to reinforce the prospect’s interest and commitment. This will let them know that you’re keen on their personal preferences, and giving them the best option out there.
Example: “To recap, you’re looking for [specific features], and our product provides [benefits]. Is there anything you’d like to revisit before making a decision? Or if you’re good, we can get this ready for you.”
10. The Question Close
Play a little game and encourage the prospect to express commitment through a well-crafted question.
Example: “Would you like us to proceed with processing your order?”
11. The Testimonial Close
Word of mouth is still a strong factor that encourages decision. Sharing positive testimonials or success stories will build confidence in the prospect’s decision.
Example: “Our recent client who also faced a similar challenge had [good review] to say about our product. We also see yourself achieving similar results.”
12. The Fear of Missing Out (FOMO) Close
Emphasizing what the prospect stands to lose by not making a decision, will push them to make a decision!
Example: “Others in your industry are already benefiting from our solution. Waiting might mean missing out on these advantages. We’re more than happy to help you with the next step!”
13. The Budget Close
Put yourself in the customer’s shoes and make sure to address any concerns the prospect may have. The most crucial one is always the cost.
Example: “I understand budget constraints are crucial. Let’s explore how our product’s value justifies the investment, or if you want, we can also tweak something from the package so you can still stay within budget while getting wonderful benefits.”
14. The Takeaway Close
This is about temporarily withdrawing an offer to emphasize its value and encourage commitment. However, be careful when using this as it may also lead to them really getting discouraged. Make sure there are follow-ups!
Example: “I understand if now isn’t the right time for you. Let’s revisit this when you’re ready.”
15. The Columbo Close
Acting slightly confused or uncertain to invite further discussion and potential objections.
Example: “I’m not sure I understand. Can you clarify your concerns for me? What’s holding you back”
16. The Feel-Felt-Found Close
Sales agents usually empathize with the prospect by sharing a similar experience and how it was positively resolved. This will give them the confidence to try out your product!
Example: “I understand how you feel. I’ve had clients who initially felt unsure, but once they experienced the benefits firsthand, they found it to be an excellent decision.”
17. The Agreement Close
Seeking agreement on smaller points throughout the conversation to build momentum toward the final decision is a smart move too! Some sales agents use this, and most of the time, the customers won’t even know that they were nudged in the right direction!
Example: “Yes this [product benefit] is perfect for you! I agree! Now, let’s explore how our product delivers on that.”
18. The Reverse Close
This is a bit related to the Assumption close because you can already pose a question that assumes the prospect has already decided to move forward.
Example: “I’m happy to see that you’re excited about the product! What color would you prefer I believe the [color] suits you best!”
19. The Scale Close
Use a visual representation, like a scale, to illustrate the balance between the benefits, and the investment. This will give them a clearer picture, and help them make a decision faster.
Example: “Let’s weigh the benefits against the cost. On one side, we have [benefit], and on the other, the investment. How do you see the balance?”
20. The Follow-Up Close
If any of these closing techniques don’t work, planning a follow-up strategy will address any remaining concerns and provide additional information. Just make sure you prepare for it and be more aggressive with your spiels.
Example: “I understand this is an important decision. How about we schedule a follow-up meeting to address any remaining questions?”
Closing a sale is an art that demands versatility
Not to mention, you need understanding, and a keen awareness of the prospect’s needs. Successful sales agents don’t rely on a one-size-fits-all approach; instead, they adapt their techniques based on the nuances of each interaction.
KamelBPO incorporates these 20 proven closing techniques into your sales repertoire. We are one of the trusted outsourcing partners here in the Philippines who can help you navigate the intricacies of sealing the deal with finesse and confidence.
Ultimately drive success in the dynamic world of sales with a powerhouse team who are experts in the field. Talk to us to learn more about our services!