Closing sales is the critical moment in every negotiation, the step for the customer to say “yes” and the salesperson to earn commission.
This final act is strategic and needs to be done carefully. After all, one slip – no matter how small – can compromise all the work done so far.
There are many reasons that lead a customer to give up on a sale at the last minute. Everything looks fine.
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You and he exchange messages, he is enthusiastic and his “yes” to your proposal seems a matter of time. But then, for some reason, things change.
And many times you don’t understand why – common with someone who, for example, manages sales in spreadsheets.
That’s why some techniques are important to optimize and also accelerate the closing of sales. And we selected 13 for you.
- Clarify the deadline;
- Use the pain;
- Action words;
- targeted questions;
- Fear to lose;
- Friendly alert;
- Focus on detail;
- Options at the table;
- Benefit Summary;
- Highest and lowest value;
- Generating stress;
- Wise use of a word;
- Final concession.
Let’s check it out? Good reading!
What is closing sales? And why is it so important?
Closing sales can be understood as the final moment, decisive to ensure that every effort with the customer will result in commercial gains for the company.
But, as a matter of fact, this ultimate act is just a consequence of the entire relationship nurtured with the customer. This is the most likely outcome.
That’s because, if you managed to generate value for the prospect all the time and he keeps talking to you, then the sale is very close.
So while this article gives you some sales closing techniques, there will be no “magic formula”.
Or a ready-made, 100% round and targeted sales script to secure the sale. What you do along the customer journey makes a significant impact.
- That content you send when the customer has a question;
- The assertive response, in the act, that you give showing how your product or service solves certain pain;
- The customer service in a fast way and often proactive to solve problems, etc.
Therefore, closing sales is much more a continuation of the right actions you are taking than a new “event”. It is important to have this clearly so as not to “push” any sales.
Don’t force anything on your potential customer. If you understand this relationship, you’ll know that closing sales starts from the beginning – right in the lead generation strategies .
13 sales closing techniques for all salespeople
Okay. While closing sales is not the main point, it doesn’t need to be overlooked.
I mean, you’ll need to fulfill some requirements like carrying out the follow up – in several steps of the funnel . And, let’s face it, an extra incentive here won’t hurt anyone, right?
That’s why we’ve separated 13 techniques for closing sales for basically all types of salespeople.
You, of course, make the necessary adaptations that make sense according to the persona of your business.
It is important to adjust the language at this point to generate more empathy.
Let’s check out the techniques:
Nothing lasts forever. Much less the deadline you set for closing sales.
So don’t let the customer think they have all the time in the world to respond to your proposal.
Follow up with him and create some urgency triggers on him. Tell him that the condition is for a limited time and if he doesn’t accept, he will lose the advantage.
It’s crucial to show him that he has something special on hand that, in case of lack of action, will be lost.
Use the customer’s pain to your advantage. The customer needs to feel really special and ready to join a “list” of select people.
The list, of course, is that of people who are consuming the product or service that the company sells. Then, in the speech, extol what you sell, showing the privileges of buying right now.
In other words, you need to show that he will practically be a VIP if he accepts, now, what you proposed.
Action words are important to accelerate your sales closing. So, some expressions like:
- prompt delivery;
- just today;
- last hours;
- ready to use;
they are ways to make the customer feel that it is time to say “yes” to you.
Direct questions as if the sale was already completed. The idea doesn’t exactly “ambush” the customer.
But, yes, to give him a sense of commitment, that the negotiations are so advanced that some specific details have to be agreed upon.
For example, say things like:
- “Do you prefer payment by bank slip or card?”;
- “Can the delivery be made at your residence or do you want to pick it up at a distribution point?”;
- “When can I schedule the monthly salary?”.
Ask the questions, in this sense, that have to do with your business and show that you are ready to close that deal.
Reinforce to your trading customer that what they are buying is a limited edition and has time to expire.
This is one of the mental triggers that works best: scarcity. Nobody wants to miss anything that is labeled “must see”.
Therefore, reinforce that this is the best time to secure that opportunity.
That the price was made for him, with a different payment condition – and that he has an advantage over others.
Try not to offer a discount right away. Ideally, he sees the value of what you sell and buys for that reason (and not just for price).
The mission here is to alert the customer. Talk about what can happen if he buys a product for the price alone.
Expose the problems that may arise, such as a bad product or service, ineffective support, little or no after-sales attention , etc.
In a way, you will be educating the customer and changing his minsdset: it is necessary to value factors other than just price.
It is also intended to give the customer the complete picture for making an assertive purchasing decision .
That takes into account all the variables. Always, of course, stating that your solution is the ideal solution to the problems he has.
And that, without you, they will likely continue without any kind of solution.
Maybe you’re dealing with one of the types of customers that bugs everything. Or who doesn’t see the value due in what you sell.
So instead of focusing on the macro, focus your speech on the small details of your product or service. It’s time to open your playbook and expose the differentiators.
What makes the company different from others? It may not be in the product or service itself, but suddenly in service, in support.
The cards are on the table and you have to play with everything you have.
This is one of the closing tactics that makes the most sense for someone who sells MRR and has different plans. For SaaS companies in B2B sales even more so.
Here the seller, the closer , does not have a business proposition to offer the customer. He tests and tries the alternatives – after all, what he wants is to sell the most expensive plan, right?
Then he exposes what each plan has, talks about how complete they are, and asks at the end which one makes the most sense for the client’s needs.
You see, you are showing the benefits of what you have. Don’t talk about costs here.
First you show what you have, the customer tells you what is perfect for him and then, at the end, you talk about the price.
If it makes sense and takes care of everything you need, the customer will feel a little upset about giving it up.
You negotiated with the customer and even submitted the proposal. And the client opened. However, he did not receive an answer and then he carried out the follow up.
It is crucial to re-emphasize the benefits it will add to your solution. Summarize – it can be in a message to the customer on WhatsApp .
Confirm all the advantages, one by one, to remind you why you are at such an advanced stage of the negotiation. This will refresh the customer’s memory.
And, by applying some of the sales closing techniques that are in this text in a complementary way, you accelerate customer acceptance.
Okay. The customer is insistent. You did everything for him to see the benefit, the value of what you sell. But he wants to know the price.
We therefore have a difficult negotiation with a detail-oriented customer who wants to be (possibly) in control of the negotiation.
You need to present the values, of course, don’t omit them. So, start by introducing the most cost-effective solution.
Possibly it will create objections regarding the price. Then you have another option, with more affordable prices.
It is crucial that this second option also meets the customer’s needs.
Therefore, you first need to clearly understand all the customer’s pains to then apply this sales closing technique.
A little discomfort – even stress – to take the client out of their comfort zone and sluggishness is good.
And you do this by talking about what will happen if he chooses not to accept your proposal.
Ask a few questions to do this:
- What costs will your company have for delaying the implementation of this solution?
- What will happen if you don’t apply these changes?
Imply that the company – or itself – will lose money by postponing the purchase decision.
This is another way to get around objections, knowing how to use the “but” efficiently.
So, if the customer complains about the price, you counterpoint by exposing some benefit that clearly justifies the investment.
It’s a way, if not erasing, to shift the customer’s focus from the first to the second part of the sentence.
Even change your voice intonation if you feel it gives you greater persuasiveness.
If you feel that you are failing to evolve and the customer is irreducible, you can try a final concession. Then draw a card from your sleeve.
It could be a free feature addition, a discount, an extra benefit, a coupon for a new purchase.
But, importantly, this needs to be aligned with the sales manager . It cannot be something that simply leaves the salesperson’s head.
And equally crucial: leave registered in the playbook what will be offered in moments like this.
In this way, you act precisely, without compromising the company’s earnings or the payment of sales commission .
The technology to accelerate sales closing
The sales closing techniques are, without a doubt, more assertive, after companies go through the digital transformation , especially in the sales area.
Using sales CRM software makes the mission easier by knowing exactly what the customer needs to hear and at what time.
By recording his history with the company, you know exactly what stage of the buying journey he is at.
He manages to send good content that answers his doubts and maintains a continuous and positive relationship. Whenever you approach it, you’re generating value.
This is crucial for the customer to trust you and be ready to better understand your product or service.
You’ll make the decision based on the benefits your solution brings – not simply because it’s cheaper than the competition.
After all, you will have all the information centralized and organized in a visual pipeline, in the kanban model .
And you won’t miss any opportunity for lack of action or for not being able to deal with the large volume of information
Streamline your proposals
With a good sales system you can generate proposals and contracts automatically. It also has an electronic signature to speed up sales.
With one click, the customer accepts and you start billing.
In addition, you get complete reports not only on the activities of each seller, but also on the conversion rate of any step in your funnel.
With this simplified and centralized control, you have much more precision in knowing the ideal time to apply the techniques in this article.
More than that: you’ll be able to deliver the right offer to the right customer at the right time.
So, how can we help you?
Enjoy and read two articles that will help you accelerate your business every day.
The first one talks about some important negotiation techniques that you can apply in your company.
The second exposes important sales metrics that will help your business to be more accurate when selling.