4 Killer Strategies to Close the Sale (Free Template Answers)
January 17, 2020
Image from https://www.entrepreneur.com/article/313860
You’ve assessed the needs of the buyer, pitched a proposal, demoed the product, and even met them face-to-face. You see good buying signals and are scheduling a second or third in-person meeting. But you’ve been here before, and instead of feeling good about your progress, you know you’re about to enter the toughest part of the sale: the close.
Closing is the make-or-break moment where you’ve got to get the customer or client to commit with their pocketbook, even if it’s a small order.
So how do you close the sale? Several strategies exist, but from our work helping companies train their sales teams, we’ve seen the following yield the best results.
The Question Close
The best close is one in which you ask the potential customer what it’ll take to make them your customers. It’s an open-ended question asking them to give you the roadmap to a deal.
Here’s an example:
“Well, now that you know what we do and how we can help, it seems like there is a natural fit here. What steps would we have to take to make this deal happen?”
The question close is valuable for several reasons. First, it gets the customer to tell you the issues, red flags, objections and hurdles you’ll have to overcome to sign the deal in ink. Second, you’ll also get answer of whether the customer really wants to work with you or is just being nice.
The Assumptive Close
The assumptive close is left to more senior sales professionals, but if you feel comfortable enough with the customer and your mindset is right, give it a shot. The assumptive close involves using a phrase that assumes there is a deal that will close. It’s like verbalizing a self-fulfilling prophecy. Examples of assumptive closes include:
“Do you want the product delivered this week or the next?”
“How excited do you think your team will be when they try it?”
“It sounds like you want one order, but do you think it’ll be enough?”
“I guess we should get started on the paperwork so we can get things up and running for you.”
You can even upsell and assume the sale at the same time. For example:
“Would you like to add on our premium insurance with the purchase too?”
The Soft Close
Soft closes avoid cornering a customer into committing to a purchase, but they nudge them in that direction. One way to do this is stating your benefit and asking a softball question. Some examples of soft closes include:
“Our average customer sees an 18% increase in sales to existing customers. Does that sound like something you’d like to do with your customers?”
“Our promotional discount of 15% off ends next Monday. Would you like to learn more about it?”
The Sharp Angle Close
The sharp angle close is used when customers begin to bargain over discounts, add-ons, or delivery dates. The skilled salesperson may try the sharp angle close to give in to a bargain with the condition of a close. Here are some examples:
“Sure, I am willing to give you a 15% discount for the first three months if you are willing to sign today.”
“I think my manager would agree to that add-on, yes, but I’d have to send her the paperwork by the end of the day.”
“Yes, I’ll guarantee delivery on that date. But we’d have to close today to meet your deadline.”
Want more tips on how to communicate better with customers and even work colleagues? Check out all of our blog posts here.