It is important to attract many leads in order to find people that could be converted into prospects. To attract leads, some businesses hire companies with lead generation services. These companies offer proven lead generation strategies to help their clients gain the interest of consumers.
However, besides getting leads, one of the most crucial points of sales would be closing deals. Closing is a make-or-break moment in sales. In fact, according to a report, 36% of salespeople say that it is the most challenging part of the sales process.
There are several ways on how to seal the deal. A salesperson could use sales closing phrases or could ask sales closing questions. But since all customers are different, it is important to learn closing sales tactics.
11 Sales Closing Tactics That Will Improve Conversion Rates
In business, sales teams should have a strong understanding of creative sales techniques and closing ways.
1. Assumptive Close
This is one of the most known sales closing tactics. It is when a salesperson assumes that a sale has been made. This is most effective when each step of the sales process was already covered.
For instance, after discussing an offer, a salesperson could ask the prospect, “So, when could we start?” This way, the prospect would not have the time to think about objections which may lead to them backing out of the deal completely.
The key to this closing tactic is to be as extremely confident as possible. It would be helpful to know the product or service and have a plan on how to present it to the customer.
2. Now or Never Close
This type of closing tactic is based on a sense of urgency. It is a sales closing technique wherein a salesperson would put pressure on the potential customer to make a decision. This is best when the customer is on the line about purchasing.
According to research, 26% of salespeople say that creating competitive differentiation is their biggest challenge. By using the ‘now or never’ closing technique, salespersons could boost their products’ edge over the competitors. They could simply offer a promo or discounted rate for a limited time to convince customers to buy a product.
For instance, when a customer would purchase the product within the day, he or she could get a 10% discount. The fear of missing out on a discount would push the customer to avail of the product or service.
3. Sharp Angle Close
There are times when potential customers would ask for a discount or an add-on. It is often delivered like they are challenging the salesperson.
For example, a customer might ask for a month of a free trial when they avail of a service immediately. The salesperson could answer with another relevant question in the hopes of closing the deal. The right answer could be, “No problem, but would you sign the offer today?”
This tactic would catch the customer by surprise and would be a great way to know if the customer really has plans on taking the offer. However, it is important to make sure that there was approval from the sales manager.
4. Summary Close
Summarizing the discussion while highlighting the benefits of the product or service would make it much difficult for the prospect to say no. This is usually effective when an extensive discussion was done previously.
For example, when a salesperson is trying to sell a coffee maker, they could say, “You can make a café-style pure espresso with this coffee maker. It also has a built-in milk frother in case you want a cappuccino or latte. Plus, it’s smaller than other brands, so it wouldn’t take up too much space on your kitchen counter. We also offer a two-year warranty and free delivery for this product.”
Summary close works by helping potential customers visualize what they are purchasing. It would be easier for them to understand that they are really getting what they need and want.
5. Take Away Close
Using this creative sales tactic, a salesperson could offer to withdraw the whole deal in order for the prospect to accept the offer. It makes the potential customer reconsider an offer that he or she might miss.
For example, the salesperson could suggest forgoing some features or services to lessen the price for the customer. This could be in the form of reducing an extended warranty to only a limited one or removing an extra piece included in an item.
This is usually effective since most customers would not want to let go of what they almost had. So the salesperson would compromise by removing some features of the product.
6. Hard Close
This is one of the sales closing tactics that requires a lot of courage and confidence. For this to work, it is important that the customer should know that you are selling them something. And in customer service, most consumers don’t want this.
Hard close is a get-the-deal-signed type of selling. It usually requires an immediate response and allows the salesperson to have authority.
However, using this tactic may ruin the flow of the sales process. For instance, after explaining the features of a product, the salesperson would directly ask, “So, would you get the product?”
It is straightforward and could make the salesperson sound demanding. So remember to proceed with caution.
7. Empathy Close
Not all sales should be closed using pressure. The empathy close allows the salesperson to understand the situation of the customer.
For instance, if the customer is having a hard time deciding at the moment it might be better for the salesperson to give the customer some time to think instead of putting pressure. It would be nice to say, “I understand that this is an important decision and you may need time to think. Should we schedule a call for tomorrow?”
This could build a better relationship with the potential customer which would be great for customer experience.
8. Visualization Close
This tactic is based on how a human brain works. When potential customers could visualize what they are purchasing, including its benefits, then it would be easier for them to decide.
Visual aids like data, charts, tables, videos, or images could help close the deal. In this way, it would be easier for them to imagine what the salesperson is trying to explain.
9. Artisan Close
This is one of the sales closing tactics that focus on the behind-the-scenes of the product or service. It highlights the skills, time, and effort that were invested in the development or delivery of the product or service.
For instance, a salesperson is trying to sell a kitchen mixer. He or she could say, “This kitchen mixer has been designed by experienced electrical engineers. It took three years of research with recommendations from culinary experts and adjustments, to create this high-quality kitchen appliance.”
It works best with potential customers who appreciate the effort and hard work. Since work is emphasized, it puts the product or service in good light.
10. Testimonial Close
This is one of the sales tips that would strengthen the business’s credibility. Testimonial close works by sharing the experiences of customers who benefited from the product or service.
Usually, when a business shares a success story similar to the potential customer, it eases their concerns or doubts about the product. They would hear honest feedback from other customers to whom they can relate, making it easier to persuade them in purchasing the product.
11. Thermometer Close
This is one of the sales closing techniques that would help the business know the objections that a customer has. A salesperson could use sales phrases like “On a scale of 1-10, how likely would you say…” And regardless of the answer, a great follow-up would be “What would you want to know to get us to a 10?”
When a customer gives a score of six (6) and below, then it means that there is still a concern that needs to be addressed. On the other hand, if it is seven (7) and up, then most likely, they understand the value of the product.
It would be better to repeat the process and address the concerns as many times as needed until the prospect gives a score of 10. This means that the prospect is ready to jump on board immediately.
Frequently Asked Questions (FAQs)
Q: What is the key to successfully using the Assumptive Close tactic?
The Assumptive Close tactic hinges on exuding confidence and a deep understanding of your product or service. By assuming the sale has been made and asking closing questions like, “So, when could we start?” you can preempt objections and guide prospects towards commitment.
Q: How does the Now or Never Close technique create urgency?
The Now or Never Close technique adds urgency to the decision-making process. By offering limited-time promotions or discounts, you encourage prospects to seize the opportunity. For instance, by providing a 10% discount if they purchase within the day, the fear of missing out drives them to act swiftly.
Q: How does the Sharp Angle Close help overcome objections?
The Sharp Angle Close tackles objections creatively. When prospects challenge your offer, respond with relevant questions that guide them towards making a decision. By framing your response as, “No problem, but would you sign the offer today?” you steer the conversation towards closing the deal.
Q: How can the Visualization Close tactic enhance my sales approach?
The Visualization Close employs visual aids like data, charts, and videos to help prospects visualize the benefits of your product/service. This approach taps into how the human brain processes information, making it easier for them to comprehend and make an informed decision.
Q: How can I effectively use the Artisan Close tactic?
The Artisan Close tactic emphasizes the effort and expertise invested in your product’s development. Highlight the meticulous research, time, and dedication behind the scenes. By showcasing the journey from concept to creation, you enhance the perceived value and resonate with customers who appreciate craftsmanship.
Being skilled in closing sales is really important for sales professionals. These closing tactics would require time, practice, and patience, just like learning the benefits and features of a product or service.
These closing sales techniques could help businesses make sales. But keep in mind that a particular closing technique could not be applicable to all customers. It would still depend on the customer’s needs and the opportunities they are looking for.
Nowadays, partnering with BPO companies is a great alternative to solve business challenges like budget issues and lack of expertise. Offshoring could provide services to help businesses in developing sales plans and gain market insights. This could reduce the stress of the sales process, allowing salespeople to focus on closing deals.
Closing sales is an essential part of every business. And in order to do it, you should be able to drive traffic and leads to your business and use sales closing techniques once there’s an opportunity to speak with prospects.
Offshoring lead generation could help you increase your internal efforts in executing marketing and sales strategies. Look for a business process offshoring company that would help your business reach more potential customers and eventually secure sales.
In One CoreDev IT (CORE), we provide excellent employer of record solutions on lead generation such as market and survey research. We ensure that we would provide essential information to your business to help you determine the right business decisions. Consult with us today!