Basic Closing Techniques
Closing the deal is the last step in the sales process. It’s considered by many to be the most difficult. However, there are many types of closing techniques that can be employed, offering an array of angles that fit many different types of sales situations. Here are some basics:
- The Direct Close—Simply ask for the order when you are sure your prospect is ready. Simple and straight forward.
- The Deal/Concession Close—Using this closing technique gives the prospect the feeling that they are making a smart choice and saving money (or getting more value). Use it with phrases like, “If you bump up your order another $200, I can offer you free shipping anywhere in the continental U.S.”
- The Time-Driven Close—This one works well with statements like, “I’m glad you’re ordering today because prices are going up next week.”
- The Trial Offer—Allowing the prospect use the product at no risk for a trial period is another good technique. It works well if you’re selling products that make people’s lives easier. They aren’t likely to want to give it back if it has saved them a lot of time and effort during the trial period. Be sure that the product can actually deliver the performance you say it will.
Many more closing techniques exist, but these are the basics and they can be used very successfully to build a loyal customer base.