You’ll often catch a prospect off guard, and they won’t immediately have a clear reason not to buy when you’re both on the same page about the value they’re getting. When you improvise and try to answer your prospect’s objections on-the-spot without a clear foundation, the quality of your answer will depend heavily upon your mental state in the moment. Qualifying is all about asking the right questions and getting insightful information from your prospect—to verify beyond a reasonable doubt that they’d be successful after purchasing your solution. ", "Are you ready to implement [the product] at your company? Say something like, “Hey, it seems like you guys are a great fit. Using a puppy dog close is a low-pressure and highly effective method to get a customer to sign on the bottom line. Also known as the "Nothing to Lose Close," this tactic involves you letting your potential customer become very aware of the fact that you are selling to them. This technique goes against almost all sales cycle training, but it has been known to work with certain types of leads. It comes with a built-in frother, and it has a 2-year warranty. Anticipating and dealing with these objections is a natural part of your journey to close a sale, but it requires adequate preparation ahead of time—otherwise you’re leaving your deal up to chance. Here are some of these: 1-2-3 Close - close with the principle of three. Show off your product, compare it to other products, talk about the benefits, then come back … The assumptive close helps put sales professionals in a better state of mind because they assume that the customer is going to make a purchase. While 75% (or more) of adults in countries like the U.S. and U.K. own a smartphone, over a quarter of them report rarely using it for making—or receiving phone calls. When you follow these selling techniques in order, the customer will move through the sales funnel at a good pace and may offer the opportunity for you to sell them additional items.. Be your prospect’s peer if you want to master closing the sale. We cover this tactic in detail below (with examples), but the concept is that asking your lead probing questions can force them to actually explain why something does or doesn't work for them. By pointing out that an item will likely sell out quickly or that the offer is time-limited, you spark a deeper desire than if there were unlimited quantities and unlimited time to buy. Should you start with sending a cold email asking to book an exploratory call, or go directly to calling the company and asking for your decision-maker? Here’s a cold email template you can use: I hope this email finds you well! Don’t beat around the bush! Never fail to remember that you're dealing with real humans—the less they feel like a generic lead follow-up, the more likely you are to land the sale. Why this works: These questions give you a far better opportunity to explain why your product meets their needs. For example, you could close with, “What day do you want to receive your shipment?” 2. Let me explain how each one works! Next, you’ll need to quickly find (and verify) your decision-maker’s email address using a tool like LinkedIn’s Sales Navigator Lite, Rocket Reach, or Hunter, so that you know you’re sending your cold email to a real human. Once you've done this, and know you've already connected with the correct decision-maker, it's time to prepare your pitch. After that, it's smooth sailing to explain the product and its benefits and value — and then ink the deal. ", Selling: "We have over 100 different metrics, charts, and graphs for your website on our platform. This results in a psychological impact on customers not wanting to lose anything on their wish list and moving forward purchase the product. Instead, the default for many people is to provide more information and reasons to buy, assuming that they’re eventually going to close themselves. How much do you love rejection? Sales Closing Tips . Don't confuse this sales tactic with rushing your prospect—the last thing you want to do is pressure them into saying a firm "no." Test drive a car, use a free trial, keep a product for a month, and so on. Give your prospect a scale from 1 to 10 with clear starting and end points, and let the prospect tell you exactly where they stand: “On a scale of 1 to 10, 1 being ‘we should end the call’ and 10 being ‘let’s get started right away,’ where would you say we are?” If the prospect replies with a 6 or lower, you probably didn’t convey the value of your solution effectively enou… This sales closing technique works best when the client is given a choice between 2 deals for which figures have been calculated. Expect an initial no from most prospects, but build this into your selling process. Through his own selling experience, Caruthers has learned how to befriend the variety of uncomfortable activities involved in closing a sale. Learn how to use Close to increase efficiency and close more deals in less time. Even in a selling context, sales rejection is hard to deal with, and this often translates into waiting until we feel there’s a guaranteed yes, before we propose the question of whether they’re ready to buy. Plus, you run the risk of appearing like you don’t know what you’re talking about—not a good situation to be in as a salesperson. 19. You also may want to start with more general B2B sales questions to better quantify your lead earlier in the sales process. The answer: before you think they’re ready. This way, you cut through the inertia. It is the ​​backwards closing technique that starts where most sales end. This can include: Why this works: The prospect now feels that they are losing out on something, so if they are probably going to say yes eventually, it just makes sense to do it now. Why this works: Your confidence and positive thinking is contagious, and makes the prospect think the answer should be as obvious to them as it is to you. If you have a formal sales process for your organization, then you’ll know which communication medium tends to be most effective for actually reaching your decision-maker to talk about your product with them. Why this works: Making what you want clear helps the person feel a little more at ease, and though they may not say yes, at least they will give you a firm answer so you now longer have to spend time following up. Because the two are inextricably intertwined together, we’re going to examine both the art and science of closing sales. It’s important for salespeople to stay connected after the sale. What do you want to see?". Keep your eye on the next goal right in front of you (booking a call)—not on the three steps ahead. When not to use it: When you have no relationship with your prospect, and hear repeated feedback that the solution doesn't make sense for them. Even salespeople who’ve been actively selling often wait too long to ask for the sale, and for that reason, they miss out on opportunities to close more sales every day. If you can counter that objection by removing things they don't need, everybody wins. Would you like to go with [X] or [Y]?”, "You mentioned needing a solution by [X date]. Sales reps use this technique when the prospect has checked most of the boxes in each step of the sales process but has not yet confirmed the deal. Take a dog lover into a puppy store and he'll go gaga. If you're looking for Selling 101, you're watching the WRONG video. Write down concise answers to them, get feedback from others on your team until they feel strong enough to walk into any conversation with them, and rehearse the responses until you know them by heart. When not to use it: When you are still in early stages of following up with your leads. Depending upon who your decision-maker is, reaching them the way they want to be reached, is half of the battle. What Is Customer Relationship Management (CRM)? For example, “Mrs. Get the deal closed by repeating the closing a few times. Once you’ve booked them for a call or a demo, it’s time to prepare your pitch. Telling: "Our platform measures over 100 different metrics, charts, and graphs for your website including this, this, and this. Yet, at the same time, virtually all salespeople (92%) don’t ever make it that far. Whether it is something we own or something that we want to own. The prospect is encouraged to make a decision between the 2 deals that the company is offering. When not to use it: When you don't know your lead well at all, or they are more of an expert in the field than you are. The Repetition Close. You’re here to help him buy a car. This trend of preferring digital communication that’s less interruptive, especially with those not closest to them, is only picking up pace with Millennials. Most prospects that will waste your time are actually easy to spot. Tips for Closing Sales is a forum to discuss how to approach, qualify, present, and ask for the sale. One of the most underappreciated and often subconscious aspects of sales is carefully choosing your interaction style with your prospects. Try the sales contest close: This is where the salesperson offers a small incentive to the customer, such as a modest rebate, justifying it by mentioning that you stand to gain if you close. ". An example of a good sales closing question would be, 'It seems like [product] is a good fit for [company]. If you signed up by [Y date], I can guarantee we have enough time for training and implementation. This sales closing technique can give you a better idea of how close your prospect is to purchase and what barriers may still stand in the way. In addition, any objections they were harboring will immediately come to the surface, giving you leeway to toss out your carefully prepared counters to their objections. Most sales professionals were taught that sales cycles followed a predetermined number of steps, with step one being the "prospecting and qualifying" step. You know what, I actually had two other customers like you recently who were unsure about the price at first. What kind of ecosystem are they playing in? To effectively gather that right information, you need to be speaking with the right person—a decision-maker. This makes them feel like they have the upper hand, and that they have something to lose if they say no. When you’re trying to sell your prospect on the basis of features, you’re telling (not selling) and you’re most certainly not speaking their language—your product can't sell itself! When not to use it: When your offering is static, and you don't already have confirmed interest in unique features your product offers. Sell quality, not the low price. This is a favorite sales technique of Jeff Sams. In theory, learning how to close a sale is actually pretty simple: show up prepared, give your pitch, answer your prospect’s objections, ask for the sale, and if needed, follow up until you get a definitive answer. When you summarize the benefits and value of the product your offering, it's easier for a prospect to sign on the dotted line. Good salespeople know their product inside and out. Want Free Access to Our Ultimate Startup Sales Library? That being said, all of the tools in the world can’t help you close a sale if you don’t have a step-by-step formula to follow and fall back on—one that’s been tweaked and perfected over time. Along the path to closing any sale, you’re going to field difficult questions, objections to certain features, push back on pricing, and any number of other sales objections. The techniques Mark unleashes are advanced, outside-the-box tips, tools and tactics that get … Why this works: Whether you're demoing a predictive dialer for sales teams or selling consulting services, hit them with the most enticing part of your sales pitch once they've indicated they don't want to listen much longer. While few think of Columbo as a sales professional, his famous one-liner has led to more sales than almost any other line in sales history. Hostile + Weak: The worst selling style that combines a negative energy and mentality, with the willingness to go in whichever direction the wind is blowing that day. Getting people to commit to your business doesn’t just require a strategic approach, but also delving into the client’s mindset. ", “What are all the steps we have to take to help make this deal happen?”, “Are there any obstacles that could prevent this deal from happening?”, “Based on what we’ve discussed, do you think our solution is a good fit for your needs? The Assumptive Close is based on the concept that you firmly believe you will make this sale from the moment you put effort into it. There are many ways to get the sale, and there are many ways to close. Closing the Sale Tip #5: Sell higher up the ladder. Tweet Share on Facebook. Tips for Closing Sales has 105 members. When not to use it: When your prospect is not familiar with sales nuances, and isn't asking for anything special or unique from you. All the best resources to make you and your sales team a force to be reckoned with! 3. The idea is that you create a sense of unavailability to the product. How do you turn all this knowledge you've learned about the types of sales closes into actual sales? When it works best: When you know you won't be getting the yes, and have no other options. ", "On a scale of 1-10, how confident are you that our product will meet your needs? Offer to let the dog lover take a puppy home to "try it out" and nine out of 10 times the customer will buy the puppy. If you have approval, give them what they want—but at a price: "Yes, I can offer you three months of service for 10% off—but only is you sign the contract today.". On the surface this sounds obvious, right? Why this works: If they start using the product, the benefits you talk them they would get become real, and ideally, something they realize they can no longer live without. To prepare yourself for every major sales objection in your space, start by building a list of all the most common objections you’re facing. Luckily, building out sales techniques isn't a new concept, and there are many tried and true methods that you can add to your repertoire. 16 Apr 2019 3 207 567; Share Video. After you've wrapped up your sales pitch and you know the customer is about to walk away, use the Columbo line to hit the customer with the most enticing part of your pitch. Traditional sales closing techniques usually employ some psychological tricks designed to give that final nudge. If you waste time droning on about product features your prospect clearly couldn’t care less about, or spend ten minutes talking about the weather, you’re wasting their time—and that puts you on the fast-track to never hearing back again after an initial call. Here are five tips that should help your sales team adjust to the new sales environment and enable them to close sales in the virtual space: 1) Familiarize yourself with the latest technologies. It is the backwards closing technique that starts where most sales end. ", “Unless you have any more questions or concerns, I think we're ready to get started.”, "Based on what you've said, it seems like our product is a good fit for you today. Are you ready to buy?” Like we said, at this point they’re probably going to say no, but be okay with that. Below are our top phone sales closing tips from 1M sales calls. To achieve the close, the appropriate closing sales techniques need to be identified and implemented effectively. [...and a number of industry-specific challenges/questions], “I understand. Here are some proven strategies to close your deals faster. A new 60 second sales motivation video every day. It takes just one online search to see how many types of applications exist to help you perfect your online sale. Here are some of the tactics that always work: 1. No matter how hard you work and how well you design solutions for customers, if you are weak in closing sales, you will suffer in your career. Sales Training: 10 Tips on How to Close the Sale More Often with Seminars and Coaching. 1. The top proven sales techniques for helping close sales include: The Assumptive Close, The Now or Never Close, The Summary Close, The Hard Close, The Columbo Close, The Puppy Dog Close, & more. There's nothing to specifically say to enact this technique except to be as uber confident as possible in your product and yourself. When not to use it: When the prospect doesn't seem to be objecting to price. You can also use this to make distinctions between two or three possible options you're offering, to help remind your lead of what all their options are. Set the tone and be straight forward. Let’s talk through a few of them: Hostile + Strong: Reminiscent of the movie, The Wolf of Wall Street, this strong-armed selling style is all about doing and saying whatever you need to, just to get a prospect to buy your product—regardless of whether or not they’d stand to actually benefit. Why this works: With two viable options in front of them, a person is more likely to choose one, or even choose the cheaper option of two choices because it feels like they are saving money. For sales professionals who have the option of allowing their prospects to "test drive" or "try" their product, the puppy dog close has a very high closure rate. If the foundation of the relationship is strong, the salesperson’s job is a whole lot easier. And this doesn’t even take into account how many salespeople and founders linger in the dangerous sales maybe zone forever, without ever getting a definitive answer from their prospects! Be straightforward and confident in your approach. When not to use it: When you're early in the sales cycle and have no reason to doubt your ability to make the sale. Here are a few of them: Traditional Sales Closing Techniques. Making the Sale by Using Questions That Sell, Tips on How to Close a Sales Presentation, Top Job Interview Questions for Insurance Salespeople, How to Overcome the Fear of Closing a Sale, “We only have one item left at this price, and it'll be going up next week. We also offer free delivery.”. By the simple act of committing to follow up with leads, building a relationship, and staying in touch with your best prospects (that stand to benefit most from your solution), you’re going to rise above the vast majority of the competition. The key difference between the questions above and the sales phrases to help get you to close are that these don't require your prospect to answer in such a way that you can lead them to realize they want your product; these phrases are better used when you're quite sure you're close to making the sale, and ready to ask for it. ", “Let’s explore some creative strategies for fitting this into your budget.”, "Ok, I understand. An inspiring quote and a quick action item to crush your day. Why?”, “When do you want to make a decision and begin implementing a solution?”, "If I was able to throw in [incentive], would you consider committing today? It works whether you're selling automobiles or timeshares. 12 sales closing techniques to win every sale. Now that you know the top methods of closing sales, you've got the basic techniques down, and know when to use them, let's talk about building and modifying these formulas for sales in a way that works for your business. Books, email templates, checklists, sales scripts and much more. What Is the Best Way to Use Soft Sales Techniques in a Job Interview? When it works best: When you have tiered service levels, and know your prospect would benefit from both of them. Sales closing questions are used to seal the deal. Let's schedule a meeting for next week when you've had some more time to think about this. Try to angle your way in with the minor point close. For most sales reps today, this means leaning on email as the initial communication medium, with the typical goal of scheduling a phone (or video) call to discuss the solution in more depth if there’s interest. Offer your prospect something time-sensitive—that they actually want—that might incentivize them to commit to you sooner rather than later. When it works best: When your platform is multi-tiered, and the prospect has made it clear that they have no use for certain features. When not to use it: When you've already bombarded and overwhelmed them with a long list of the benefits of your product. If you respond appropriately to the objection, they'll come up with another one and … Your prospects will be able to feel your confidence, which when it’s coupled with being friendly (not overly confident), builds their trust in you. The Backwards Close . These strategies can help you close sales faster by helping you identify ways to push a “no” to a “yes.” When not to use it: When the prospect has clearly stated reasons for why aspects of your product doesn't work for them. The difference between these two approaches is astounding, and more than anything, will signal to your prospect that you care about helping them solve their unique challenges, rather than signing up another customer to hit your quota. If I wanted to reach out to a decision-maker in content marketing at the digital agency Web Profits, I’d choose to start my outreach with Catherine (and not Diesel) based on the job title of my ideal decision-maker. Are you available for a quick call [time and date]? 80% of prospects report saying “no” four times, linger in the dangerous sales maybe zone forever, 75% (or more) of adults in countries like the U.S. and U.K. own a smartphone, This is the last [product] we have remaining, Anyone who commits today gets a 15% discount, If you sign up today, you can take priority in the implementation queue, This price is only for a limited time until [date]. You can be several emails or phone calls into the sale before even getting a decent understanding of how your prospect feels about your pitch. Get actionable sales advice read by over 200,000 sales professionals every week. If your prospect doesn’t fit your ideal customer profile, then you shouldn’t waste your time picking up the phone or queueing up further email outreach campaigns. Notice how the emphasis of this email is on getting your prospect to either book a call or reply back with a clear yes or no to the question of, “are you available for a quick call on this day, at this time?”. Offer cost savings by removing features that they might not need, and see if they're more inclined to take the offer. A prospect who in fact is not ready will often react to a trial close by bringing up an objection. Johnson, you’re in great health right now, but we don’t know where you’ll be in six months. How well do they match your ideal customer profile? When it works best: When you're dealing with people who get sold to a lot, or who ask for incentives to sign. No, there are no guarantees, but experience gives me reasonable confidence—and that’s enough information to go off of at this stage. Another 'hard close' tactic, in this conversation, you offer your opinion about what would work best. Questions require direct answers that help sales reps better understand how the prospect is feeling about the deal. Remember, closing a sale is always a two-way conversation. When you believe your product is that best solution, you’ll hold steady on your recommendation—and don’t cave into throwing out discounts right and left, but if your product isn’t the best fit, you’ll help guide them in the right direction. Therefore, the quality of information you get from your prospect is extremely important in helping them make the decision to buy (or not to buy). Quality lasts, wears harder and needs no maintenance. How does that sound? This could be a discount on your service, something free, or anything else that lowers the bottom line or level of commitment. Here are two of the most common. Is Catherine guaranteed to be my sales decision-maker that has unilateral authority to purchase my tool? Why this works: Your opinion enters their mind like facts do, and you offer firm solutions for some of their problems. Did you know that taking things away from your prospects can actually be used as a closing technique? The last thing you want to do is ask your prospect multiple questions within your first email—leaving them open to the possibility of decision paralysis, where they feel overwhelmed or unable to answer multiple questions (and thus write off ever replying to you in the first place). When it works best: When you have the freedom to offer discounts, and you're dealing with people whose main objection is that they don't have time to decide now. Disciplines > Sales > Closing techniques > Sales Closing Tips. Why this works: By recognizing that you aren't trying to sell to them, the potential customer will fell more at ease, and will be more open to listening to what you have to say. When you start your conversation with the person who’s most likely to be the decision-maker regarding your solution in your prospect’s organization, your chances of making meaningful progress towards closing the sale increase significantly. Despite its negative reputation, sometimes the hard close is the best ​closing technique to use. If you help the prospect visualize what they're purchasing — and sum it up in a concise way — it's easy for them to understand they're actually getting what they want. Conversely, 80% of prospects report saying “no” four times before they finally say “yes.”. ABC. Live in the friendly and strong zone and your energy will be infectious, (yes, even through video demos and on phone calls with prospects—hoorah inside sales). The assumptive close: This technique involves using a phrase or language that assumes the close is a done deal. The way they want to carefully choose your interaction style based on the feelings... 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