17 Easy Closing Sales Tips
Benefits of learning how to close a sale
You can close a higher percentage of sales by learning efficient closing techniques, boosting your company’s overall profitability and surpassing your individual sales targets. Higher closing rates can ultimately result in more income and promotion opportunities.
25 effective ways to close a sale
You might want to put these 25 sales closing tips into practice for yourself:
1. Put the customers interests first
Although closing the sale is your ultimate objective, it’s crucial to put the needs of the customer before your own. This will make it easier for you to explain how the deal benefits them and raise their likelihood of purchasing
2. Network and research
You should be aware of both your company’s offer and the needs of the prospective customer you are dealing with. Spend some time investigating and speaking with employees from various departments at your business. This can aid in your understanding of the operation of the company and its overall goals.
3. Set clear expectations
Early on in the sales process, discuss expectations with the potential customer. Find out how long their project will take and what their budget is. You can establish a great rapport and gain their trust by laying out your expectations clearly.
4. Look for additional ways to help customers
Being a valuable resource outside of the industry in which you sell is one way to win the long-term loyalty of your clients or potential clients. For instance, you might find out during a sales call with a potential customer that they need your accounting software for other aspects of their company. You can gain their trust by giving them details or access to your connections.
5. Adapt your message as necessary
Consider asking a potential customer whether they are currently in contact with any other businesses when you are speaking with them. If they are, verify that the rival is a respectable business before continuing with your pitch. However, you should also modify your message so that it focuses on the advantages that your good or service has over what your rival does not provide.
6. Sell the benefits
It’s a good idea to think about the offer from the prospective buyer’s point of view as you plan your conversation with them and to classify each selling point you can highlight. Once you’ve finished, you can concentrate your discussion on the main benefit, which is ultimately what the buyer is most interested in.
7. Ask questions
Great closers probe deeply to fully comprehend the business and what the buyer is seeking in order to understand the needs and objectives of a prospective buyer. Additionally, they carefully record the conversation so they can be sure they comprehend the goals and that nothing is missed.
8. Manage your time carefully
You need to be able to prioritize the tasks that will have the biggest long-term impact if you want to close sales successfully. For instance, many top salespeople devote 50% of their time to cultivating relationships. Additionally, they devote a lot of time to conducting research and getting ready for presentations and sales pitches.
9. Create a process for closing
The best salespeople have a methodical approach to closing deals that allows them to overcome objections and account for unforeseen changes. They have a plan in place and can act swiftly to save and close a sale by developing a closing process.
10. Maintain an organized sales cycle
Keep your sales cycle organized and stay in touch with your existing customers to ensure repeat business from customers. You could put in place a strategy to stay in touch with customers via social media, email, site visits, or direct phone calls. You could share more pertinent information about your industry during these quick check-ins, or you could just ask the customer if they are satisfied with the service.
11. Survey your customers
Create a survey to make it simple for your existing customers to provide feedback on your goods and services. You can then apply this knowledge to make your products better and learn more about your customers’ priorities and the advantages that have the biggest effects. Your sales procedure can be significantly impacted by a well-written survey.
12. Develop multiple contacts
Frequently, especially in circumstances involving big organizations, several people participate in the decision-making process for purchases. This is especially true if the purchase is large. For instance, if a university was considering changing its software program, such a change would probably necessitate agreement from several important parties.
Create a variety of connections throughout the company to increase your chances of closing the sale. This can improve your comprehension of the project’s goals and scope, increasing your chances of closing the sale.
13. Create opportunities for your prospect to say yes
It’s crucial to provide opportunities for the potential customer to say yes before your sales presentation gets to the closing stage. According to research, getting a potential customer to agree to a small request can help increase the likelihood that they will later agree to a larger request.
14. Match the prospects behavior
Mirroring a prospect’s nonverbal cues, language use, and emotional intonations can help you put them at ease right away. Pay attention to how theyre communicating. Consider, for instance, whether they are animated or quiet, and then mimic that delivery. Try to consider the situation from their point of view as well, and demonstrate your understanding of them by evoking similar emotional tones.
15. Identify the decision-maker
There is probably only one decision-maker in a small business if you’re selling to one. You must obtain the appropriate information if you want to make the most informed decisions and guarantee that the organization or person who purchases your solution will be successful. Make sure you speak with the appropriate person—the decision-maker—to achieve this. You might need to start by getting this person’s email address from someone else at the business before requesting a call to conduct an exploratory conversation.
16. Allow a moment of silence
When speaking with potential customers, it’s crucial to resist the urge to speak for the client and instead respect a brief moment of silence. For instance, if the prospect says “no” in response to a question, give them a brief moment of silence so they can further explain their response.
17. Know the industry
Top sales professionals stay up-to-date with the newest industry trends. Read industry blogs and publications, as well as relevant podcasts, on a regular basis. To gain knowledge, connect with other professionals, and find new business opportunities, you should also attend seminars and conferences.
18. Always be closing
Because a customer’s decision to buy can occur at any point in a conversation, you should constantly be on the lookout for ways to close the deal. For instance, a potential customer might mention they’re ready to decide in the middle of your sales presentation.
19. Always end conversations with the next steps
When speaking with a potential customer, it’s crucial to discuss the following steps. When they are questioned about the next steps in the procedure, they are forced to consider what they may require to make a decision. If they are unable to come up with a course of action, it may be a sign that they are prepared to make the purchase.
20. Add value
Even if you are unable to offer price flexibility, you might be able to provide the potential buyer with additional value and include that as part of the deal. For instance, if you sell computer software, you might be able to raise the service level and provide free support without charging more.
21. Ask for something in return
It’s crucial to keep in mind that a sales interaction entails a back-and-forth exchange of information and value. For this reason, it is reasonable to demand something in return from a potential customer if they make a request of you during the sales process. For instance, if the prospective buyer inquires about financing, you might want to follow up by asking how much money they have allotted to the project.
22. Answer questions with your own questions
Respond to your potential customers’ queries with your own questions that could advance the buyer along the purchasing journey rather than just giving them a simple yes or no answer. For instance, if a potential customer inquires about the availability of white furniture, you could follow up by asking if they would prefer it that way.
23. Ask for the sale
You should proceed with asking for the sale once you are certain in your offer and have finished your presentation or sales pitch. While you do want the customer to feel confident in their choice and at ease with the product or service, you also want to convey a sense of urgency to complete the sale.
24. Accept that sometimes the answer is “no”
Sometimes, a potential customer may not be a good fit for your product or service, and the response may be “no.” When this occurs, say “okay” and express gratitude for their time. If appropriate, you might want to present them with an alternative to your initial proposal.
25. Remain positive
Positivity can demonstrate to potential customers that you are helpful and sincere. Your capacity to close the sale can be significantly impacted by your willingness to address objections, respond to inquiries, and carry out requests.
How do I get better at closing sales?
- Identify the decision-maker and start a conversation. …
- Accurately qualify your prospects. …
- Pitch your solution (not just the product)
- Create a sense of urgency. …
- Overcome their objections. …
- Ask for the sale.
What are the 6 methods for closing a sale?
- Consistently connect with potential customers across channels. …
- Ask the right questions early on to determine customer fit.
- Assume you’ll get the sale. …
- Be helpful, not pushy. …
- Leverage your brand advocates. …
- Create a mutual action plan with your prospect.
What are the 2 techniques to close a sale?
- The assumptive close. When discussing the sales deal, act as if you are certain it will succeed.
- The gauge technique. This sales closing method can help you determine how close your prospect is to making a purchase and what obstacles may still be present.
- The summary close.
What makes a good sales close?
You should conduct research, provide solutions, and foresee objections in order to close the deal. You can use a number of strategies to seal the deal, such as summarizing the features, luring them with a limited-time offer, or guiding them through the product.