Every sales manager will tell you about the ABCs: Always Be Closing. The close is not only done at the end. Yes, you close the deal at the end, but you need to be closing throughout the process so that when presented with the proposal, the prospect signs on the line and becomes a client.
As a salesperson, when you’re at the close, you are at a point where you have done all that you can do. You have built a relationship with your prospect, you did a complete discovery of their needs, and you presented the best solution to alleviate their pains. Now, you need to close the deal. Here are a few techniques to help make that happen.
As I go through the sales process, I like to employ the Assumptive Close. This technique uses language that assumes the deal is done.
Questions such as, “Is there a separate entrance for the technicians to use while they are here?” or “Which day is best for delivery?” will create an atmosphere like they are already a client.
The Option Close is similar to the Assumptive Close and is used to give the prospect a choice in an answer. Ask a question like “Would you like it delivered in the morning or at the end of the day?” This technique also gives them the impression they are making the deal as they answer and you didn’t directly ask for the order.
The Urgency Close is very effective, but should only be used if you have built a strong relationship with the client and have noted their pain points in your discovery. Creating a sense of urgency places pressure on the prospect to make a decision, especially if you have identified problems that are more costly than the solution. Review the pain points from your discovery to illustrate the value your solution provides.
The Take-Away Close is similar to the Urgency Close in that there is a time limit for the deal, like a “limited time offer.” You could say, “We could add two more days of training at no charge if we can make the deal today.” You need to be careful with this one, it can make you appear assertive, so only use this technique if you are sure that you have a strong relationship and your offer is helpful and not pushy.
The Sharp Angle Close is one of my favorites. With this technique, you rely on your relationship. When the prospect asks for that something extra that they find value in, look them in the eye and ask, “If I can make that happen, do we have a deal?” At this point, if they don’t agree, your relationship is not as strong as you perceived. In a solid business relationship, your prospect will see that you are fighting for them and will want you to succeed.
There are as many close techniques as there are steps to the sale. Do your research, talk with your peers or mentors, everyone has their favorites. The close techniques in this blog are a few and the ones I find most effective. A successful salesperson needs to find the techniques that work best for them. Get out there and make friends, find the needs, present the solution, and close the deal. Nothing sounds better than “Yes.”