Increase Sales With These 5 Closing Techniques

Nancy Anderson
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As a salesperson, your livelihood relies on getting people to say ‘yes.’ It doesn’t matter how smooth a presentation you make or how well you describe the features. If your prospect doesn’t buy, that is money coming out of your pocket. The key to increase sales is to perfect your closing technique.

Almost everyone agrees that high pressure sales don’t work. Most consumers are sophisticated enough to be turned-off by the hard sell. Even those who do cave and buy are more likely to feel dissatisfied by their purchase, resulting in negative word-of-mouth.

Instead, the best closing techniques rely on creating empathy and camaraderie. After all, everyone wants to buy from someone they like and feel connected. If you have been struggling to increase sales, take the time to re-evaluate your closing techniques. Then take a look at the following suggestions and keep them in mind the next time you go in for a close.

The Assumptive Close: One of the most popular closing techniques, chances are you have either used this close or had someone try it on you. Unfortunately, many salespeople can make an awkward mess of it. They give a normal presentation and then tack on a ‘when would you like it delivered?’ at the end. Rather than be assumptive, it comes across as presumptive.

Instead, to increase sales using this closing technique, you need to weave the assumption throughout the presentation. Shift your entire focus to believing that your prospect has already agreed to the sale. So when you mention the colors, you ask which they like. When you discuss the features, you discuss the ones right for their situation. Then, your prospect doesn’t feel like you are selling to them; they feel like you’re talking with them. If you’ve done it right, the conversation ends with them feeling good about you and thinking the purchase is a no-brainer.

The No-Hassle Close: People are busy today. They may want what you’re selling, but the thought of spending the time need to complete the purchase, especially for a big ticket item, can be overwhelming. You can increase sales but using a no-hassle close. When you see that glimmer of light in someone’s eye that says they are interested, make the sales process as painless as possible. Tell them you’ll fill out the paperwork and all they have to do is sign on the dotted line. Better yet, offer them some coffee and a donut to make them comfortable while you take care of the busy work.

Create Urgency: Now, it is never advisable to lie to your customers. So please do not make up a reason to create urgency. However, if there is a legitimate reason to hurry a purchase – such as a time sensitive sale or low inventory – by all means, use it in your closing! Again, you don’t want to pressure your prospects too heavily, but you do want them to be aware that they have only a limited time to act.

For example, if a potential customer wants time to think about the purchase, you can reply, “I understand, but I want you to know that this is the last item in this color, and I don’t think we will be getting anymore in stock.” You can then segue into a no-hassle close. This works especially well if your product offers some sort of warranty or guarantee. You can continue by saying, “If you don’t want to miss out on this deal, I can go ahead and fill out the paperwork for you now. Then, if you change your mind later, you can always return it for a refund.”

Bonus Close: Another good way to increase sales is to use a bonus close. This technique appeals to your customer’s sense of value. If someone seems on the verge of buying, offering an extra incentive can push them to that all-important ‘yes.’ Many experienced salespeople excuse themselves to talk to a manager to ‘see what else I can offer you today.’ This technique not only creates value in the purchase but it gives the customer a perception that they are being made an exclusive offer, something that is hard to turn down.

Ask for the Sale: The simplest, yet most often overlooked, means to increase sales is to ask for them. That’s right. All you have to do is say, “Would you like me to ring that up?” An unbelievable number of salespeople make their pitch, and then stand back waiting for a response. Or they may ask if the customer has any questions. In many cases, the customer is inclined to say ‘thanks for the information’ and move on. No matter what closing technique you use, make sure you are always, always asking the customer to open their wallet and buy from you.

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Maryalene LaPonsie is an accomplished writer who has extensive experience reporting on education, career advancement and workforce development topics. She specializes in sales and marketing consultation as well as general copywriting services.

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