In this post, Pearl Lemon Sales discusses conventional and new sales management training strategies to help teach your sales agents to clinch the transaction.
Traditional Sales Closing Strategies
Traditional sales closing techniques use psychological deception to provide the final impetus. Let's look at two.
1. Don't wait, close now
The seller offers a special benefit that makes the customer make a purchase immediately.Examples:
- There won't be more at this price.
- Customers who sign up today receive a 20% discount.
- By committing to buy now, you will be given priority for immediate implementation.
This technique creates a sense of urgency and can be used when a potential customer wants to buy something but for some reason doesn't push the button. In addition, during the conversation you will attract all the attention of the interlocutor, which will facilitate the conclusion of the sale.A value must always be specified for a discount or promotion.
2. Closing Remarks
With this closing technique, the salesperson reiterates the merits and value of the items the prospect will purchase (and tries to get them to sign up). The more clearly you state the points agreed up front, the more likely it is that potential customers will understand what they are getting.
Non-Traditional Closing Techniques
Traditional closure approaches appear to be on their way out. Given the increase in incoming sales, it's a bit too much of a "revenue" label. The closing must include all ancillary agreements made as part of the sales process, not just at the checkout.
1. Presumptive Close
Positive thinking is used to close this procedure. This can have a profound impact on the rest of the sales process if you plan to close the deal on the first email contact. During the sales process, the interests, engagement and objections of potential customers must be considered.Ask, "Did this meeting meet your expectations?" after a phone call or presentation. Once you provide them with the new information, you should ask them, "Having this information, does it seem useful to your business?" By listening and assuming positive intent from the outset, you can strengthen and guide the sales process.
2. A takeaway is closing
If you have children, you've probably noticed that they want the toy more when it's taken away from them. Apply the same psychological principle when dealing with leads. Offer them a discount instead of removing a feature or service they object to. Instead of thinking about the discounted price, they'll probably think about the part you removed.
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