Author Avatar

blog-admin

0

Share post:

Closing a sale is considered the main difficulty for 36% of sales teams. After all, the client’s conduct must be assertive, direct, but never invasive or insistent. To overcome these challenges and find a balance between the aspects mentioned, there are sales closing techniques.

Sales closing techniques are directions given to teams of salespeople to lead their customers through the funnel and lead them to conversion in a smooth and fluid way, using mental triggers and indirect (or even direct, depending on the case) incentives.

In this article, we’ll talk about the 7 sales closing techniques that can help boost your company’s customer conversion rates :

  1. 1. Create customer urgency triggers and don’t miss your deadlines!
  2. 2. Use imperative verbs and phrases that call to action
  3. 3. Direct questions that lead to closure
  4. 4. Create a comparison scale between your product and others available on the market
  5. 5. Stay active in trading through follow up
  6. 6. If there is an opening, be direct
  7. 7. Handle objections safely

Good reading!

What is closing sales? 

Sales Closing is the name given to the “final pitch” of the business process. It takes place after all stages of the sales funnel have been completed: prospecting , consideration (negotiation) and decision, and seals the commitment between the company and the consumer.

We can say, therefore, and in a nutshell, that the closing of sales is the moment when the customer decides to close a deal with the company, becoming a customer.

It is important to keep in mind that the closing of sales does not happen in a standardized way in all negotiations.

For this reason, there is no “cake recipe” for applying sales closing techniques in companies. It is necessary to understand particular aspects of each negotiation, test and closely monitor the reactions of each customer profile to ensure the success of the strategy.

Why does your sales team need to be concerned with closing sales techniques?

Although there is no established standard for the success of the strategy, knowing sales closing techniques that have already been tested and validated by other salespeople makes the process more assertive.

In addition, a seller who has an extensive portfolio of techniques is able to choose, in his bag, those that best fit the profile of each negotiation.

Another important function of sales techniques is to make the completion of the process more fluid . After all, no customer likes to close a deal with a company or sales representative that “pushes” the product or service, acting in an inconvenient and insistent manner.

And that’s where the techniques come in: to make this process fluid, natural and indirectly arouse sensations such as urgency and need in the consumer — sensations that encourage the closing of the purchase without the seller having to use any explicit argument in this regard.

Finally, we cannot fail to point out an indirect consequence of the adoption of functional sales closing techniques: the increased motivation of the sales team . The more successful the team is in its negotiations, the more motivated it feels to continue the processes and close new deals.

7 techniques for closing sales

Below, we’ve put together 7 sales closing techniques that can help your sales team more naturally lead the final step of the sales cycle. Check out!

1. Create customer urgency triggers and don’t miss your deadlines! 

The sales Science works with the idea of goals and short-, medium and long term so that sellers complete their negotiations. These deadlines, in general, are established according to the complexity of each customer’s sales cycle.

Anyway, one of the sales closing techniques recommended for salespeople who don’t want to miss their deadlines is to use the urgency trigger with the customer.

This trigger consists of calling the attention of the potential consumer about a special condition limited for a period of time and which can be lost if there is no response soon.

Some examples of applications of this sales closing technique:

  • “This price will be readjusted next week, so the ideal would be to close the deal as soon as possible”;
  • “I got a special condition for product X, but the offer lasts 48 hours”;
  • “This is the last package at this price. From day X onwards, it will undergo a readjustment”.

2. Use imperative verbs and phrases that call to action

The second item on our list of sales closing techniques is directly linked to the idea of ​​CTA – Call to Action, or Call to Action.

When a negotiation is slow, the seller can encourage decision making using strategic phrases such as “Start using now!” or “this product is available for immediate delivery”, or “the software is already configured, ready to use”.

Another idea is to add imperative verbs to the script, which tend to drive actions, such as: “Close”, “buy”, “decide”, “start” etc.

3. Direct questions that lead to closure

Using business-oriented questions is one of the most popular sales closing techniques. You must have already gone to a car dealership and, after knowing all the characteristics, advantages and conditions of the vehicle of interest, heard a “ let’s close? ”.

This is one of the classic questions of this type of approach, which tries to “cut the way” in the negotiation process leading the customer to the sale.

But beware! Be careful not to weigh your hand on induction questions. It is important to balance the different sales closing techniques in order not to become a boring salesperson .

4. Create a comparison scale between your product and others available on the market

This is one of the most delicate sales closing techniques. For this reason, it must be applied by experienced sellers with high skill in the game.

If the seller reaches the end of the negotiation process and realizes that the customer is still undecided about purchasing this product or another one available in the market, it is time to create a comparative balance.

The idea of ​​this scale is to generate value for the customer , showing the potential of your product or service in comparison to others in the market. 

And why is this a delicate sales technique? Because the big leap of the cat is never to belittle the competition. The idea is to build the balance on your strengths, not the faults of others.

Do you understand the subtlety?

5. Stay active in trading through follow up

Often, the seller does not have the possibility to accompany the sales closing stage in person. To prevent distance from undermining the trust relationship already established with the customer, there is follow up!

Follow up is the name given to the sales tracking technique. It can be done in person, by phone, email or even WhatsApp . The idea is to keep the links with the customer active and, at the right time, encourage the closing of the sale.

If, for example, a salesperson presents a proposal to the customer and does not receive feedback, it is up to him, through follow-up, to recap the main points discussed and highlight reasons why this is the best choice for the moment .

6. If there is an opening, be direct

If you are seeing some level of complexity in all the sales closing techniques presented so far, you are absolutely right! All topics covered require sensitivity and flexibility to encourage sales without sounding intrusive.

But negotiations don’t always happen like that! There are cases in which the negotiation is quick and objective, and the customer gives all the signs that he wants to close the purchase right at the beginning of the conversation.

In that case, don’t hesitate: ask direct questions about closing, better product delivery date or service installation, and better payment terms. 

7. Handle objections safely 

Every salesperson on the eve of converting a customer has come across them: sales objections. These are tricky questions that show the customer’s doubts and insecurities, and that prevent him from closing the deal at that moment.

In this case, the best of the sales closing techniques is the security in the argumentation . The salesperson needs to resolve objections in a firm but empathetic way, showing interest and understanding with the customer.

How to improve the closing of sales in your company? Master tip! 

In addition to the sales closing techniques presented in this article, we keep a surprise for the end: an effective way to ensure that your entire sales team acquires this valuable repertoire to negotiate with customers.

This is the Commercial Development Program, an alternative developed by the IEV – Institute for Specialization in Sales to prepare complete teams for high-performance sales.

At PDC , we create a customized strategy for your business. From then on, we applied and monitored this strategy closely for 12 months, helping to overcome challenges and fulfill strategic goals and objectives!

Sales indicators: the best ways to measure the performance of the sales team
Customer Approach In The Sales Process