Career in Sales

5 Tried & Tested Sales Closing Techniques That Always Work

No matter how effective a product or service a business creates, the business cannot sustain itself in the long run if it lacks the skilful sales personnel to close the deals. From chasing leads to extending extensive support, it’s a full circle that a successful business demands — all centred around ‘closing the deals.’  

Whether you’re a hard worker who never stops chasing prospects or are someone always willing to go the extra mile to support your client — you ought to remember: All of it matters only if you can close the deals on the spot efficiently. 

All your efforts can go in vain if you don’t close the deal. Therefore, it’s an art that needs to be mastered. 

5 Winning Techniques you should know To Seal the Deal

5 Winning Techniques you should know To Seal the Deal

While some master the art of closing naturally, others effectively learn about closing techniques that have proven to work in the past. Below are some techniques with psychological pinnings that can help you cross the final stretch to bring home the sealed deal. 

1. The Now or Never Close Technique

One of the best ways to quickly close a deal is by creating a sense of urgency coupled with an irresistible offer. It involves placing pressure on the prospect by offering a particular benefit to make a prompt purchasing decision. Some of the common examples of such scenarios are:

  • Offering a special price for a limited period and informing customers that the price would hike in the upcoming week. 
  • Telling the customer that this is the last of your product or service at this price. 
  • Offering a free brand membership for customers buying on the spot. 

In all of these cases, a sense of urgency develops, and the prospect's fear of missing out on a discount pushes them over the line to purchase your product.

2. The Assumptive Close Technique 

Drawn on the power of positive thinking, this technique works when the sales professional assumes that the prospect is already interested in the product/service and is going to make a purchase. Such a mindset from the start makes the sales pro appear confident about the product and ​has an incredible impact on the rest of the sales process.

Some of the assertive statements one can use to close deals are:

  • “Where would you like to have your order delivered?”
  • “We believe this would meet your expectations perfectly.”

In all of these cases above, the technique works because it prevents the prospect from sitting on your offer too long to think over the concerns and objections that could lead them to pull out of the deal.

3. The Puppy Dog Close Technique

The Puppy Dog Close Technique

Who does not like to try products/services before buying? Each customer today loves a trial before making a purchase decision. That’s why this technique is drawn from a store willingly letting you ‘try their puppy’ for a few days first to make the prospect fall in love with their product. 

This strategy allows the customer to experience the product’s worth themselves rather than hearing about it. Some of the common examples of puppy dog closing techniques are as follows:

  • Free food samples in supermarkets 
  • Providing the option of test driving cars before buying 
  • Restaurants offering wine sampling before buying a glass
  • Supplement stores offering samples of new products while buying an old product.

In all of the cases above, the prospect gets to feel the product beforehand and so it becomes a no-brainer buying decision. 

4. The Question Close Technique

The only way to deliver the best solution to a prospect is by listening to them. This technique involves sales personnel asking a series of probing questions from the prospect and building a strong base eliminating every objection the prospect might have.  

Asking the right questions can be a win-win situation for both the parties involved, as the sales rep can understand what the prospect is looking for, and the prospect discovers the best solution for his needs. 

Some of the ‘question close’ examples are as follows:

  • “Is there anything that’s bothering you about the product/service?”
  • “Does this product solve all your problems?”
  • “Did you get answers to all your questions?”

In all the cases above, the questions urge prospects to help the professional decipher if the product appeals to them or not.  

5. The Summary Close Technique 

This is an effective technique in which the sales rep re-iterates all the benefits and the features the product or the service has to offer. A concise summary helps the prospect visualise what package deal they would be getting if they purchase the product or service. An example of a summary sales is as follows:

“So, we have the iPhone 12 Pro max that comes with an advanced camera in addition to a 6.7" display and 5G capability, and it has a 2-year warranty. We also offer free delivery.”

In the scenario above, ​​the ‘summary close technique’ makes it simpler for the customer to understand, follows a consultative approach, and increases the likelihood of making a sale. 

Get Closer to Closing Deals Effectively 

No specific closing technique is a one-size-fits-all approach. There are various factors, such as the type of business, the characteristics of the prospect, their needs, their buying capacity, etc., that weigh in while closing a deal. However, learning the tried and tested techniques is still crucial to closing deals more efficiently and effectively. 

In addition to closing deals, there are various things that one can work upon to fast track the sales process. From picking the sales techniques used by industry practitioners to mastering the art of using modern sales technology, each skill takes you a step closer to effectively improving sales. 

Juno is an interactive online school that provides you with the practical guidance you need to seal your deals, just like sales experts. To know more, visit Juno School of Business today!

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