Whether you’re the CEO of your startup selling your business to potential clients, a real estate broker selling new development properties, or a clerk at a department store, closing a sale is the ultimate goal in professional selling.
While we all realize this goal is so crucial for success, the path to achieving this goal can be quite nebulous in nature.
Are you coming on too strong? Not strong enough? Common questions we ask ourselves as we’re attempting to move the customer down the purchase path to buy our product.
The act of selling professionally is a technique that takes practice. Luckily, there are closing techniques that effectively achieve the goal of closing the sale where both parties are satisfied.
“Why don’t we go back to my office? We can have these papers completed in no time and you can be on your way!”
A great technique that takes away the awkward question of “Are you going to buy my product?”. With this technique you are taking a more proactive approach by moving the sales presentation along and setting up a plan of action for your customer to buy.
Whether it’s through courting customers to your office so that they can sign closing papers, or retrieving their contact info (email, phone no.) so that they can sign up for your services. Presumptuous, perhaps, but effective at getting down to business and placing the ball in your customer’s court.
Return of Service
Great technique for selling to the actual needs of your customer. Perhaps your customer asks if you offer a certain service. You could then ask them if they would be interested in this service if your company were to offer it. This technique is a great way to gauge the interest level of your customer.
Even if your company does not offer this type of service, you now have an idea of what kinds of services your target market is interested in. A great piece of market research to hold onto when it comes to developing new products in the future.
This is a wonderful technique that will quickly dismantle any thoughts by the customer that you’re coming on too strong during the sales presentation. Consumers really want to know that they are getting something of value for their time and money.
Just because a customer doesn’t purchase your product on the spot, does not mean they will not in the future. Perhaps it’s not in the budget this month. Maybe they need to speak to their spouse, or just need more time to think about your product in-depth.
Whatever the reason is, assuring your customer that there is no rush to buy right now is a great way to establish trust. You’re also convincing them that you’re concerned about them making the right purchase decision for their needs and not just trying to make a quick sale off of them.
Special Offers are always noticed by customers because it’s human nature to want something for nothing…or at least half off. Humans are naturally competitive and the fear of missing out through a limited time offer is a fear you should capitalize on.
A great way to build upon this fear is to offer a service/product half off to the first 5 or so customer who buy.
Or, perhaps you’re in the middle of your sales presentation and your customer is on the fence about whether or not to buy your product. You could mention that if they buy today, they can receive a discount on their purchase. This is a great way to build demand for your product.
Leave ‘em Alone
Counterintuitive to what many have learned about in sales trainings, but crucial in straddling the line of closing the sale and turning off your customer.
Have you ever walked into a clothing store and before having the chance to glance at the rack of clothing in front of you, a pushy salesperson steps in front of you to announce the 50 or so sales offers of the day?
Customers aren’t dumb and pressuring them constantly about your product is a great way for them to filter your bi-hourly newsletters into their junk mail. You have to strike a firm balance between making your sales presentation and giving them time to soak it in.
Ancillary products are great add ins and perfect for maximizing your sales quotas. This works best when a customer already has purchased a service of yours. This initial sale proves that your customer is pleased with your presentation and believes in your product.
By offering one or two products that complement their initial purchase is a genius way to capitalize on your successful closing.
A great example I had of this recently is when I purchased my MacBook Air computer from a retail store. The salesperson, very friendly, carried my MacBook Air throughout the store for me as they recommended other ancillary products that would go great with my initial purchase of the computer. ie. a computer case, Apple earphones, a thumb drive, anti-virus software, etc.
As a result of their friendly, yet informative sales presentation about the MacBook Air, I was very happy to buy the other products I needed for my computer at this same retailer.
Cover Image: Archiexpo