When you’re a small business trying to gain a competitive edge, you’ll quickly find you need to build a consistently winning sales process and apply effective techniques to close your deals.
Closing the deal is the make or break moment of your sales process. No matter how much time you spend romancing your prospective customers, all that counts is their definitive response.
That’s why you need to invest a great deal of effort into developing a successful sales strategy to win the sale (and your customer’s heart).
I know how nerve-wracking it can be a sales process (from the very beginning until you put the ball in your customer’s court to decide whether or not to choose you over a competitor).
That’s why I have compiled a list of powerful sales closing techniques to convince your prospective customers to pull the trigger and choose your business.
One caveat, though: Sometimes, these techniques may work just fine when you’re on the phone with a potential customer. But during face-to-face meetings, you can turn them into incredibly powerful secret weapons (because face-to-face sales are much more persuasive).
For a winning sales pitch, make sure you use professional meeting space. Are you running a home-based business? No worries, every problem has a solution.
A B2B HQ virtual office is the right location for remote businesses looking to close more sales and give prospects what they want and need to feel satisfied with their purchase decision.
Table of contents:
- Puppy Dog Close
- Now-or-Never Close
- Sharp Angle Close
- Assumptive Close
- Something for Nothing Close
- Scale Close
- Testimonial Close
1. Puppy Dog Close
The so-called puppy dog close is one of the simplest yet effective sales closing techniques.
Think of a child who enters a pet store and falls in love with a puppy. The pet store assistant encourages the child’s parents to take the puppy home, assuring them that the puppy can be returned at any time (a quite reasonable offer for customers who are not sure whether or not to get a pet).
Do you think that the parents will ever return the puppy to the store? No way, especially if the child is particularly fond of having their own pet.
This puppy dog close method works well because customers are allowed to make a purchase decision in a low-pressure environment while testing the product in real-life situations.
The “try before you buy” model ensures peace of mind that a product can be returned if it doesn’t work out as expected.
Therefore, I suggest that you allow your prospects to try your products and let them understand their value on their own (e.g., offer them a demo or product samples).
2. Now-or-Never Close
The now-or-never close technique works by hurrying your prospective clients with a one-off deal.
This technique works because it creates a sense of urgency by offering prospective customers a unique benefit (e.g., discount, bonus, free gift, etc.) that can push them to pull the trigger immediately.
With less time to seek alternatives and the thought of missing out on a great deal, prospects are more likely to take action.
Here are a few examples of statements that allow you to use urgency and scarcity to improve conversions:
- “This is the last item in stock!”
- “Sign up today for a 20% off coupon!”
- “This deal is only available today.”
3. Sharp Angle Close
Suppose a customer or client tells you that your product or service could be a good fit for them, outside of a specific feature they would like you to change.
In that case, what would you answer?
To apply the sharp angle close technique (and seal the deal), you should answer them, “If I change it, are you ready to move forward today?”
Thus, if your potential customer starts nitpicking about specific features of your products or has one nagging objection that stops them from buying, you should try to turn the tables. Tweak your offer and state the specific course of action you will take in order to meet their needs.
4. Assumptive Close
The assumptive close (also known as the presumptive close) is when you assume that the prospect has already said yes to the sale and is ready to buy.
Therefore, instead of asking your potential customer if they want a specific product or service, you should ask them questions such as how many items they want, when they want it delivered, etc.
Typically, the assumptive close technique includes two parts. The first part is focused on the benefits of your products or services. Explain to your potential customers how your products or services could improve their lives.
The second part is when you assume you already made the sale. Ask your potential customers a direct question concerning the type of product they want to acquire or the payment method they prefer.
Here’s an example of assumptive close: “Exercise plans are not a one-size-fits-all method. Our customised exercise plans are tailored to suit your needs and will take your schedule into account. Do you want us to create a 3-day split or a 4-day split workout plan for you?”
5. Something for Nothing Close
In 1984, Dr Robert Cialdini wrote one of the best marketing books of all time: Influence: The Psychology of Persuasion.
One of Cialdini’s 6 principles of persuasion is the principle of reciprocity which states that people, by nature, feel obliged to respond to a positive action with another positive action.
The something for nothing close technique works around this principle. You give your potential customers something extra that delights them, and they will feel obliged to do something in return (and make a purchase).
For example, you can offer your prospects a free gift card to entice them to take action.
Expert advice: Do not offer your prospects a freebie and then ask them to sign up or make a purchase. Let them believe that you expect nothing in return for the free gift.
6. Scale Close
The scale close starts with asking your potential customer to rate your products or services on a 1 to 10 scale. Then, use their answer as a guide for the rest of the conversation.
The scale close technique is a great way to get valuable information on what you should have done differently in your presentation – not to mention that it allows you to gauge their level of interest.
To use the scale close technique, ask them, “On a scale from 1 to 10, how close did I come to meeting your expectations?”
Depending on their answer, you can guide the rest of the process. If your prospects answer:
- 1-6, you can say, “May I ask why (rating)? What are the features you are looking for?”
- 7-8, you can say, “That’s great! Just curious, why not a 5 or a 6? And could you also explain why not a 10?”
- 9-10, you can say, “It seems like our product is a great fit for you, so I am looking forward to working with you!”
If the score is below 9, this technique gives you a great opportunity to clarify your prospects’ objections.
7. Testimonial Close
The testimonial close is a simple yet extremely effective sales close technique.
Most of the time, prospects want to hear from happy customers.
To build trust and win more deals, provide your prospects with evidence from reliable and verifiable sources. Nothing speaks more loudly than proof from customers who have chosen you over your competitors.
That’s why harnessing the power of online reviews is so important. Studies have revealed that most customers read online reviews before making a purchasing decision on products and services.
Pointing prospects to your positive online reviews will immensely improve your lead conversion rate.
Also, if you want to generate more online reviews for your business, grab a cup of coffee and settle in for a good read. These posts will provide you with expert advice on how to get more reviews and boost sales: 15 Review Platforms to List Your Business & Get More Leads, 8 Tried & Tested Ways to Get More Google My Business Reviews, and 3 Ways to Get Reviews on Bing Places and Generate More Leads.
Conclusion: Sales closing techniques are your secret weapon for winning more deals. Use them to become an incredibly successful sales professional and increase sales and revenue!
Looking for professional office space to level up your selling game and ensure great deals don’t slip through the cracks? Contact B2B HQ today and learn how a virtual office can increase sales opportunities for your business and help you seal more deals!