Closing the Sale Techniques

All of us have developed ways of turning conversations around and 'getting to the point', and this is all closing the sales really is. below are some interesting, (and some humorous) suggestions as to the different ways this can be done:


IQ Close

Imply that intelligent people make this purchase. The intelligence can also be associated with doing a good deal.

If people think they are clever, (and we all do), they will be attracted to purchasing the product.

Think of an Apple i-phone!

“This is brand new cutting edge, state of the art technology and really extremely clever so would you like to

benefit from it?”

 

Humour Close

Employed carefully and at the right time, humour can be a great way of closing, particularly if you have got on

well with the customer.

Some people will reward the ‘cheek’ of such a close with a yes because it made them laugh and they already like

you.

“Do you know what, the more I think about it, the more I think I`ll sign up myself, it’s an absolutely great deal.

Shall we go for it?”

 

Daily Cost Close

Work out the daily cost, put forward and summarise.

“The package is £? per year, which works out at less than £? a day, which for this level of protection is extremely

good value…”

 

Cost of Ownership Close

Particularly good when competing against a cheaper product.

This method avoids talking about price, and more about the total cost of ownership, including all the added

benefits.

“Competing systems may seem cheaper, but when you take in to account the costs of installation, the training we

offer and the reliability of the product, this actually is not the case…”

 

‘The Chosen-One Close’

This technique uses flattery and appeals to the ego of the customer. Everyone likes to feel wanted and accepted in

to part of a team.

“To be honest, we are a little fussy who we work with and make our products available to. Having spoken to you

however, you fit our criteria really well, and we would love to welcome you on-board…….”

 

Best-time Close

When people are procrastinating or say they ‘will get back to you’, this can be useful. You are basically injecting

a little urgency.

Make sure that your claims are true.

“This really is the best time to sign up for our package. The offer is limited and ends shortly, after that the

price will go up.”

 

Assumptive Close

Act as if the person has made the decision already, and turn the focus on to the next level of questions.

Be careful with this close however, so as not to cause offence.

“So I think we have covered everything, which package is going to be best for you?”

 

Pre-emptive Close

Often used when an objection is raised and you sense it might be the last one. This is useful to avoid the customer

being contrary right at the end of your discussion, and ‘wanting to think about it’ for no good reason.

“So if I can get this package down to the sort of price you mentioned, would you be happy to go ahead today?”

 

1-2-3 Close

This is a great close to wrap up the conversation in a fairly subtle way. The principle of triples is a curious

pattern that is coherent and compelling to people.

“So we have looked at the costs involved, and the quality and reliability of the product, plus the levels of

service you can expect from us, so all that’s left do is to sign you up”

 

Adjournment Close

If the customer needs time to think and will not commit, give them the time, but remain in control of the situation

hopefully avoiding “I’ll get back to you when I’m ready.”

“This is an important decision and I can see you’re thinking about this. I’ll give you a call next week and we can

discuss the details further….when’s best for you?”

 

No-hassle Close

Very often, people know that they should make changes but don’t want the bother or perceived upheaval.

“Ok so we have checked all the details, it really is very simple to join us and will be no hassle for you at all….”

 

Yes-set Close

Another good close if you are met with procrastination. This involves getting them in to the habit of saying yes,

whilst making it clear that everything has been dealt with.

Note the triple again being utilised.

“Ok, so, Can I ask you a few questions?”

“We discussed the price options and you are happy with that.”

“And you feel comfortable with the package we have selected for you?”

“And we discussed how you can change supplier with no fuss?”

“Shall we sign you up and send you out a welcome pack then?”

 

Similarity Close

No one likes to feel that they might be about to make a bad decision, particularly if they are used to dealing with

another supplier. This method reassures them that they are not on their own.

“I had a customer a couple of weeks ago, with a similar business to yours and he asked almost exactly the same

questions. He signed up with us and doing really well now, and obviously pleased he made the switch.”

 

Testimonials Close

Use a happy customer to help you if you have someone who is wavering. This is an honest technique, which displays

confidence. Often the offer is not even taken up.

“I can see you are still thinking about the offer. We often receive testimonials from happy customers, would you

like to see some, or even speak to one before you make your decision?”

 

Puppy Close

This will appeal to the playful side of customers you have already built rapport with. It also puts across a

message of no-nonsense flattery.

“Do you know…it’s been really great talking to you, and to someone who is obviously on the ball and knows what they

want. Shall we go for it?”

 

Quality Close

This will appeal to clients who have built up a good reputation, and perhaps have a bit of an ego as well!

“I think our products are seen as being at the top-end of the market, and I’m sure your brand will want to be

associated with this type of quality…..”

 

Opportunity Cost Close

Useful in situations where under price pressure. Highlight the cost of not buying and hence that the price is not

as high as it seems. Particularly relevant when the customer may be using a lesser product.

“It may seem a little expensive, but the cost of the issues that you have been experiencing is far more.”

 

 

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