Hard closing is a major turn off for most consumers. Nobody likes to be pressured. High-pressure sales tactics just don’t work anymore. I struggled for a long time trying to be a top closer without applying some of the less-than-honorable tactics I saw my colleagues using.
These sales closing techniques are effective and will help you get the “yes” without being manipulative or skeezy. Check it out.
PASSION AND BELIEF
In his book The Psychology of Selling, Brian Tracy calls sales a “transfer of enthusiasm.”
In order to transfer enthusiasm, you must have enthusiasm.
That enthusiasm comes from passion and belief in your products and services. If you don’t believe in your products, your customers won’t either.
Your customer has been pitched before. They know when you’re just trying to be a slick salesperson and when you have sincere conviction.
So be passionate. Be enthusiastic. Show them you believe.
Belief can’t stop with your products. You must also believe in you.
Go in with the expectation that you will close. Top performers expect a positive outcome and believe they will get it.
If you go into a sales call confident in your ability to sell your product, and truly believe you have the right solution for your prospect you’ll have a better closing rate than someone who doesn’t believe.
KEEP IT SIMPLE STUPID
Salespeople can overcomplicate things when they don’t have a clear path, when they’re over-talking, feature dumping, and using industry jargon. These all create FUD- fear, uncertainty, and doubt.
So keep it simple.
The easier it is to follow and understand, the more likely your customer is going to say yes. Just be straightforward. Be humble. Be likable.
Trial Closes (i.e. Check in Often)
Check in to look for buying signals. It’s easier to close when you have a better idea of what the customer is thinking.
If you get your customer to make smaller agreements during your call, they are much more likely to make the final agreement and choose to close with you.
Get lots of little “yes” commitments throughout the conversation. Ask them questions that get them to affirm the value on smaller points gets them comfortable saying “yes” in regards to the product.
“I know you said your receptionist is so bogged down right now, do you think the scheduling feature of the software will take a load off for her?”
“Yes, I’m sure it would.”
“Mrs. Smith, how do you think your kids would like this dual-screen rear entertainment system?”
“Oh my gosh, they’d love that. There’d be no more arguing over who watches what in the van!”
Now, when you approach the close, they’ve already said “yes” multiple times. They’re in “yes” mode.
PLUS- you have a great idea of what they like or don’t like about the product. Get those trail closes.
SAVE A STRONG BENEFIT FOR THE END
This is probably one my most used sales closing techniques and tips.
If the customer is on the fence and leaning towards buying, if you have just one more strong benefit it can often be the last little nudge they need to make a decision.
Having one more benefit in your back pocket can also help overcoming objections later. Don’t feed them the whole pantry during the presentation. Save something for dessert.
Top producers view “no” differently. Rejection is tough, but if you want to be tough enough for sales you have to learn to accept it, adapt, and move on to the next prospect when the lead is dead.
Don’t lay down at the first “no”. View it as an opportunity to learn more about their needs and provide the information they need to say yes.
For more tips on overcoming objections, check out this article: 10 Tips to Overcoming Objections in Sales
Remember, nobody closes 100% of the time. If you do get a hard no, and it’s not the right for your client, shake the dust off your sandals and move on to the next town.
A “NO” IS ONE CALL CLOSER TO A “YES”
Top closers know that they close at a certain ratio, a conversion rate. That might be 10% or 20%. So, if they get 8 no’s, they know the “yes” is just a call away.
One of the best pieces of advice I ever got was “make one more call.” It was quitting time, and I’d had a rough afternoon with a lot of no’s.
The sales manager challenged us to go make one more call. Most people left, but I didn’t.
I went back out on the floor, made one more call, and closed a hefty sale. I had weeded through the “no’s”, not given up, and gotten to the “yes” I needed.
Sales is tough! These sales closing techniques have all helped me become a stronger closer, and I’m confident they can help you as well.
So what about you? What tips do you have to be a closer? Leave them in the comments below and I’ll add them!