How to Close a Sale

Closing a sale involves the ability to adapt to a given case scenario and evolve with learned techniques. Use the Skill of knowledge and mould this to your method of articulation and expression. Make it happen and you will succeed.

Assumption is the best way to close any sale. Always assume that this is what the customer needs. You are offering a means to their wants. Use closed questions like:

“Lets gets this sorted out for you”
“Just sign where I have circled the X”
“Nearly finished”
“If we fill in the paper work today I can get this sorted out for you within the next few days”

Stay away from open questions and only use them if the customer or client starts backtracking. Example:

“Is everything ok with that?”
“Is there anything you want me to go over again?”

A client or customer will normally roll with the situation. All the questions should have been answered in the middle of your presentation. All your doing now is finishing off paper work.

Don’t treat it like a sale. Relax, and take control of the moment. If you start thinking in your mind about hitting bonus, are they going to sign? Will they do it? I think I have messed this one up. You client or customer will see this and start to question why you seem so apprehensive. Treat it like you have nothing to loose.

The hand shake. This is a powerful gesture, as it tells you they have agreed and want your business. Timing is vital here. Only hold out your hand when you’re sure the client or customer just needs that little bit of reassurance.

Say nothing. When you get to the end of your pitch and are sure the customer is happy. Only then ask a closing question.

“I can get this processed today”

Wait and say nothing. This is important. Because this gives the customer ample time to feel that they have made up their own mind and have come to a final decision.

The forced closed. Be careful when using these as they only work depending on your character and relationship with the client. Some people can get away with it, some people will just look like they are offering bad customer service.

Example:

“Do you want to make a saving today?”
“Are you happy paying extra?”
“If I put your car tax up by £100 a year, would you be happy?”
“This offer is for today only”

What your doing here is lightly insulting the customer to make a final decision, because they feel stupid otherwise.

Cornering the customer. Imagine the customer standing in a room with twenty possible doors to walk out of. Now all you have to do is lock each door to the correct answer to each question. The doors will get harder to lock, but at the end of the presentation you should have all the doors locked and have the customer standing in the middle of the room, waiting for you to reach out and give them a big cuddle.

The other half. Couples can be hard to close. The best way to close a sale is to concentrate on the partner that wants the product. Close to the half hat wants it. Sit back and watch the dispute. Don’t interfere.

Honesty. Always tell the truth. If you lie it will come back and make you look stupid. Believe in what you are offering.

Common ground. Find a connection with the customer or client, Sport, children, holidays and hobbies. Spend a good five to ten minutes talking about anything. The client will buy you and trust you.

Know your competition. Research is a good starting point. This can clinch a sale, especially towards the end of a sale. You need to know what they are getting for there money compared to the competition. If it’s cheaper somewhere else, ask yourself why?

Probability. Sales is becoming better at converting a range of possibility into a yes than a possible no. Probability can play a part. Like the more you ask the more you get. But the more skill you have n understanding the process. The more probability you will have in walking away with a YES.