Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all.
You’re not the only salesperson who feels apprehensive about the close. However, without that feeling of risk, successfully closing a sale wouldn’t be so thrilling — which drives salespeople to continually strive for more.
Because sales professionals are expected to generate the best possible win rates for their effort, a large number of closing sales techniques have been developed over the years.
Here are a few proven closing techniques, and why they’re so effective.
To close a sale with a prospect, there are many techniques you can employ. Here are a few of them:
Traditional Sales Closing Techniques
Traditional sales closing techniques usually employ some psychological tricks designed to give that final nudge. Here are three of the most common:
1. Now or Never Closes
This is where salespeople make an offer that includes a special benefit that prompts immediate purchase. For example:
“This is the last one at this price.”
“We’ve got a 20% discount just for customers who sign up today.”
“If you commit to buy now, I can fast track you to the front of the implementation queue.”
This technique works because it creates a sense of urgency and can help overcome inertia when a prospect wants to buy — but for some reason isn’t pulling the trigger. Of course, you should always establish value before offering a discount or promotion.
2. Summary Closes
Salespeople who use this closing technique reiterate the items the customer is hopefully purchasing (stressing the value and benefits) in an effort to get the prospect to sign. For example:
“So we have the Centrifab washing machine with brushless motor, the 10-year comprehensive guarantee, and our free delivery and installation service. When would be a good time to deliver?”
By summarizing previously agreed-upon points into one impressive package, you’re helping prospects visualize what they’re truly getting out of the deal.
3. Sharp Angle Closes
Prospects often ask for price reductions or ad-ons because they know they have the upper hand — and they also know you expect it. If you have approval from your sales manager to do so, try the sharp angle close technique to catch these prospects by surprise.
When they ask, “Could you add on a few extra hours of onboarding at a discounted rate?” reply, “Sure. But if I do that for you, will you sign the contract today?” It’s likely they won’t be expecting this response — first, because you agreed to their request, and second, because you’ve proposed closing today.
These canned closing techniques probably seem a little old-fashioned. Perhaps they strike you as a little too “salesy,” particularly in light of the rise of inbound sales.
In particular, the idea of closing itself needs to encompass any and all incremental agreements you secure throughout a sales process — not just the moment of final purchase.
In a sales engagement, reps should endeavor to:
- Discover the customer’s needs
- Effectively communicate how specific products or services offer an affordable and satisfactory solution to those needs
If these two requirements are properly achieved, then there should be no barrier to closure. The closing question can be asked directly at that point.