When it comes to sales, initiating the first call is difficult but closing the sale is much more challenging and stress-inducing. Closing the deal is often the downfall of many sales representatives – no matter how great the call went, the final hurdle falls short, and there goes the lead or the sale.
One thing is missing: they don’t have a good grasp of closing techniques that would lead them to a sale. If you or your team are having this kind of difficulty, you came to the right place.
Here are some tried and tested techniques to help you and your team close more deals:
Create a sense of urgency
One of the best motivational speakers, Jim Rohn, said that “without a sense of urgency, desire loses its value.” No matter how great your product/service is, or how much value it can provide to your target audience, it does not necessarily mean your prospect will decide and make the purchase.
Creating a sense of urgency will eliminate the sense of apathy and spur the prospect into a buying decision. The beauty of this is that you don’t have to lie make sure that the terms and prices you have are time-sensitive, so they complement your sales process.
A good example is a big price discount to the first 20 (or whatever number you have in mind) customers or until a certain date only. You can also have additional features and bonuses if they did the same day sign up. You can be creative all you want but don’t sound too desperate, or that will be a big turn-off.
Related: Get More Sales by Underscoring Urgency in B2B Appointment Setting
Daily Cost Break Down
When you tell a prospect that the service you offer has a hefty price tag, expect them to have second thoughts. On the other hand, if you say it only costs only $3.99 every day in exchange for increased productivity and peace of mind, it is likely they would convert.
Offering your product or service using this approach will let them see the value better than the price.
Related: Sales Productivity: Tips From the Top Salespeople
Turn the Tables Around
This technique is using a prospect’s question to close the deal. Customers usually test the water if they can get a better deal by asking a lot of questions to push you against a wall.
Look at the example below?
Client: Does your package comes with A and B features?
You: We don’t normally do that but if we include them, do you want to go forward and place your order?
Instead of becoming uncomfortable because of the question, you were able to use it to your advantage.
Test Drive Technique
Do you ever wonder why cars allow their customers to test drive? They want their customers to experience how it feels driving the vehicle. If they have a good experience even for that limited time, chances are they will decide to buy.
The same goes true with products or services that have a trial period without any obligations. Most of the time, people say yes because there’s no risk attached to it.
If you’re confident that the product or service is worth the praise you’re giving it, your customers will know and will not hesitate to buy it because of the value it has for them.
Add Some Bonus or Freebies
It might look all too gimmicky, but no one can resist a gift, especially if they think it is beneficial for them. Charm your customers and close the deal smoothly by throwing in a few services or items that will provide a lot of advantages for them but will not affect your bottom line – something along the lines of free 3-month service or free consultation.
Related: Use the Psychology of Free Stuff to Generate Leads
Be Likeable
If you’ve been in sales for a long time, you know that likeability plays a big role in closing the deal. How many times do customers say yes because they like you? On the other hand, you won’t be able to convince a client to buy even the best product there is on the market if they don’t like you.
Related: Mom Knows Best: How to Ace Your Sales Calls
In Closing
You can use many techniques to increase your success in closing a deal. But don’t forget that even with all these techniques, there will still be some customers who will not say yes. Take these failures with a grain of salt and proceed to improve your techniques.
