What are the ABCs of sales? "Always be closing" is the adage many salespeople follow. After all, no matter how good you are at reaching out to leads, nurturing relationships and overcoming objections, none of it means anything if you don't close the sale.
Here are 10 strategies that can help you close the sale.
1. Ask for the sale.
Inexperienced salespeople often fail to close because they simply fail to ask. Don't wait for the prospect to say, “OK, let's do it.” He or she is probably waiting for you to make the first move—so do it.
2. Assume they're buying.
Instead of outright asking for the sale, simply assume you've made it. When all objections have been overcome, say something like, "When would you like to start?" "Would you prefer the annual or quarterly renewal program?" or "What is the best day for us to deliver that?" If the prospect wants the product or service, you’re done. If they don’t, you may only have to answer one or two objections to close.
3. Offer a choice.
Similar to the assumption strategy above, in this closing move, you present the prospect with two options and ask which one they would like: "Would you prefer the hard-top or convertible model?"
4. Keep quiet.
After you've asked for the sale, stop talking. Wait for the prospect to respond—and don't start talking again until you've heard them out. Many of us have trouble dealing with silence, so we’ll say anything to fill it. Unfortunately, you can end up talking yourself out of the sale this way. Give the prospect time to think, and they may talk themselves into the sale.
5. Get your ducks in a row.
You never know when closing will happen, so any time you meet with or speak with a prospect, have the information you'll need to close the sale at hand. That includes contracts, warranties and any other paperwork. Store this information in the cloud, and you'll have it accessible wherever you are.
6. It's now or never.
Create a sense of urgency by convincing the prospect that today is the only day they can get what you're offering. Perhaps it's the last day of your special sale, or you’re offering one extra month of service for free—but only if they buy today. This can be a good tactic for prospects who are waffling on a decision.
7. Emphasize the risks of not buying.
Fear can be an effective motivator for closing the sale. Convince prospects by reminding them of what could happen if they don't make the purchase: "Hurricane season is coming, and I'd hate for you to lose out on protecting your home by upgrading your insurance." Emphasize that the cost of what you’re selling is far less than the cost they could incur by not buying it.
8. Offer three options.
Provide three options at three different price points. Emphasize the differences in quality: "No. 1 is our top-of-the-line model; No. 2 is a good, solid choice. Now, if you’re really on a tight budget, we also have No. 3." Most people won’t want the budget option after that description, so they will either choose the middle-of-the-road model or upgrade to the top of the line.
9. Make it easy for them.
Simplify the sale by taking care of any extra steps that might be holding the prospect back. For example, you can fill out the paperwork for them ahead of time, arrange for possible delivery times so all they have to do is choose a date, or offer to set up an automatic payment plan. When all the prospect has to do is sign on the dotted line, it can be a lot easier to close the sale.
10. Sell to the companion.
This strategy can work well when you're selling to one person in a couple, a parent and child, or other group. Engage with the companions to help convince the prospect to buy: “That leather jacket looks so chic on you," "I think your son really prefers the blue one," or "This model SUV is very popular with families; what do you think, kids?"
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