Sales Closing Techniques
To successfully increase sales, a salesperson should determine the prospective customer’s situation; understand their attitude toward sales presentation. Additionally, consider choosing the most appropriate and effective technique that will close more sales. In other words, use a closing method that fits a given situation and keeps your prospects satisfied. A successful salesperson is the one that adapts a well-calculated presentation, and which applies to any situation or prospect. It is advisable to practice more than 20 closing techniques, with each of them designed purposely for a specified prospect and situation.
Some of the commonly used closing techniques include:
Summary-of-benefits close – on the course of the sales presentation, you should remember the main advantages, benefits, and advantages of interests for the prospective customer, and utilize them during the closing of the sale. Positively summarizing these benefits and features helps to earn the prospect’s trust. The summary close is the most technique to inquire about the order. Reagan Emmett, a sales coach at the Xerox Training Center, states that an effective closing sales technique comprises of three necessary steps:
- Determining the significant product/service benefits that capture the intention of the buyer during the sales presentation
- Make a summary of these benefits.
- Make an appropriate proposal.
It is recommendable to adopt the SELL Sequence and FAB statements for your sales summary close. For instance, the industrial salesperson might say, “as to how we discussed earlier, our assembly system produces thrice as many units in the same amount of time as your current equipment system – this will save you 20 to 40 percent in your manufacturing process.
A direct close describes an explicit approach to sales closing. The salesperson asks the prospect for a decision in a candid, straightforward manner. For example, the salesperson might ask the prospective customer, “Do you feel comfortable enough to sign the agreement now.” A salesperson should ensure that they have addressed all the objections raised by the customer before closing the sales – direct close can be successfully done if the salesperson is confidently sure that the prospect will agree to an offer. Once the sales representative gets the idea that the prospect understands the product’s benefits, then it is now the right moment to ask a direct question such as “So, Michael, can I record your purchase details into the system and get the order processed?” Although it requires a lot of confidence and courage to pose a direct question, the outcomes are rewarding.
Response to – “A good rule is, “Get the order and get out,” “Do you agree? Why?”
In my opinion, the “Get the order and get out” concept is not the most appropriate rule to follow in the long-term success of the business. This is mainly because a long term success of a business can only be achieved only if a company maintains a healthy and good relationship with its customer. For this reason, a company has to offer all the things which fulfill the wants and needs of customers. Thus, upon receiving an order, it must be crosschecked and be verified with the customer to ensure it meets and matches their requirements. Any deviation in the order must be immediately communicated with the customer to avoid future dissatisfaction.
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