Great debate surrounds which part of the sales process is the most important. Recently we conducted a survey and found 68% of respondents stated that the ‘close’ was the most important aspect of the sales process. For many this result will come as no surprise considering without a close there would not be a sale.
For many of you in the sales field you will have heard the expression, ‘he or she is so hopeless at closing, they couldn’t even close a window.’ This doesn’t have to be the case! Whilst the sales process can be difficult at times, with the right sales training and knowledge you can become very adept at closing a sale, the hot tip here is knowing which close to use on which prospect.
Whilst there are lots of different possible closes we have handpicked the most common closes and present you with our TOP 5 Sales Closes.
1. Direct Close
The direct close question is where you actually ask for the order or business. It is very straight forward and to the point unlike other closes. It is most effective when you have already built rapport with your prospect ad they do are comfortable in being direct.
An example of this style of close is “Sally would you like to buy this?”
It’s a closed question and is designed to elicit a yes or no response.
2. Assumptive Close
The assumptive close assumes the sale has been made. The wonderful thing about this style of close is it is low pressure, instead of trying to convince a prospect to do something, you assume that they want to and agree with moving forward. This only works if you’ve done your job thoroughly in each sales step and have the right to assume the sale. Do a poor job and you may appear conceited. Appearing conceited can be one of the quickest ways to kill a sale. Do your homework and this style of close can be very rewarding.
An example of an Assumptive Close is: “Greg, when would you like delivery?”
3. Value Added Close
Increase your sales by tapping into what the prospect or potential client perceives as value. Remember that value lies inside the mind of the prospect and nowhere else. Only the customer can define value. It does not exist in a product, service, or anything you offer. You are not able to convince a prospect that what you offer is more valuable than what they believe but you can help them uncover value they were unaware of and connect it to your offer. Some value adds include, instant rebates, speed of delivery, product training, added security and free extended warranty.
An example is: “Jenny, if I include a free book would you like to but it?”
4. Pressure Close
A pressure close is often used when the sales person believes there is nothing to lose. This style of close can be perceived as aggressive instead of assertive using ‘brute force’ instead of skill. It is useful for logical people but ignores feelings. The sales person may sound alarm bells and advise the prospect of potential inventory shortages, or the potential of an industrial strike or price increases to jolt the prospect to action sooner rather than later.
An example of this style of close is ‘Buy today or miss out!’
5. Options Close
The Options Close is also known as the ‘Choice Close’. The theory here is the prospect is making a decision on two administrative points rather than on a major purchase. Note that this technique works well in many different situations where you are seeking agreement, and not just selling products.
An example of this style of close is: ‘Belle would you like to start with the carton of 10 or the carton of 20?”
Do sales drift by your sales people without a hope of them catching one? Happening People are the leaders in Sales Training (click here for details on the sales programs we offer).
Call Happening People on 1800 68 67 69 or go to www.happeningpeople.com