Nothing is guaranteed when making a deal so it is important to be aware of the closing techniques. First, you must help your customer know what he needs and then convince him that what you offer satisfies his needs. By doing this, the deal will be sealed and your business benefits from it.
- In every deal, the customer can be hesitant in a purchase, so this is the best time to use the sentence “in your opinion…” this will change his mind. If his answer is not satisfying then you can discuss his concerns. This is a good test when you are making a deal and you don’t face obstacles when sealing it.
- Sometimes the customers asks for certain privileges such as discounts, delivery or additional details, in this case promise the customer if he signs a purchase this can be done today. This is an essential closing statement – the customer will keep asking for privileges if you agree and keep the door open without using a closing phrase.
- If you have a good relationship with a customer who trusts your work, write down what he is suggesting on an order form when discussing his needs. At the right time, write an X where he should sign, give it to him and be quiet.
- Having to pay an extra charge is sometimes unaccepted by the customer unless it is treated wisely. “I have a great news for you that if you sign off the order today, it will be free of charge.”.”
- If you have an analytical character, the best way to make choices is by making a list of two columns where you state the cons and the pros and take the longer column into consideration. Be sure that by adopting this closing technique you will gain a lot in the “pro” column.
- Be aware when closing a deal and pay attention to the answers you provide your customer with. If the customer asks the following, “Does it come in different sizes” always answer by tossing back the question: “Would you like it in a different size?” you will identify the customer’s interest in the product and change your proposal accordingly.
- If you have reached the discovery phase of the sales cycle and are certain that the customer needs this product for it addresses his needs, then ask him if he has any dissatisfaction. “Is there anything preventing us from proceeding with the deal?” This oblique procedure won’t stop the customer from making objections but without stopping the sale.
- If by the end of the deal the customer wants to reconsider the purchase, ask him to elaborate: “Follow me. Was I unclear in making you realize the benefits you’ll get in this investment?” Then keep silence.
- When you have considered the customer’s interest and you are certain that she values the product or service, then ask the question, “So, Sara, are you ready to place the order?” If you are 100% sure that the answer will be a definite yes, then use this closed-ended, yes-or-no question.