We recently wrote about how to overcome sales fear, outlining a plan for getting rid of your sales fear within a month and a half.
A great idea, lots of people responded, but HOW do you ask for the sale in a closing situation?
There are literally hundreds of closing techniques. But these are some of the easiest and most effective closes. Practice them a few times on your own, then test them out at your next sales meeting. See which you like best, and tailor it to match your personality.
Turquoise or Aquamarine: Everyone loves a choice, including your customers. So structure their choice in a way that ensures either answer is a “Yes”. For example, would you like your new car in turquoise or aquamarine? Would you like to pick it up or should I have it delivered? Will this be credit card or check? Either answer is a commitment to buy, and once people are committed they don’t like going back on their word. This is one of the oldest closes out there, but it is still around because it works so well.
You’re Prequalified: This closing technique requires you to prepare for it during your presentation. First, you get a clear understanding of their problem. Then, you prequalify them for the sale. It generic terms, it would sound something like this: So if I could show you a way to solve [your problem], would that be something you would be interested in? Ok, and if I could find a way – I’m not saying this is even possible – but if I could come up with a way to [provide the solution customer needs] for less than [price point] would that be something you would want to move ahead with today? Then when you reach the end of your presentation, the customer has already committed to the purchase. You simply ask them if it meets their goals and solves their problem. After they tell you it does, they have already agreed to the purchase.
Its Assumed: This sounds too easy, but you will be amazed at how well it works. Just assume that the customer wants to make the purchase. Fill out the paperwork and pass it across the desk for them to sign. Hand them the pen and shut up. The assumption is extremely powerful and many times this is all that is needed for the sale.
The Next Step: This closing technique is extremely simple and effective. You simply say “The Next Step Is” and move on with the closing process. For example, “The next step is to get your correct contact information – what is the best email for you?” And then after you have the contact information, “The next step is to set a day for delivery – what day is best for you?” And after you have the order details ironed out, “The next step is the deposit – what card would you like to use?”
For all of these closes, you will need to have done a good presentation first. You will also need to have handled any questions or objections. But if you’ve got that all taken care of, then these closing techniques will be your new best friend!
