Speak guys! I’m Isabelle Tofani, Marketing Analyst at Reev, and today I’m going to talk about 8 techniques for you to be able to close more deals.
I have been a prospector and a closer, and in both roles, it was very important that I deepened my knowledge with closing tips.
This helped me to understand more about the direction the conversations were taking and how I could direct what I was going to say to be able to advance a certain opportunity or close the deal more easily.
Reminder: It’s About How You Sell!
There’s a famous book in the sales area, “The Challenger Sales”, where the authors talk about a survey of about 6000 sales professionals, which reached a very important conclusion:
“53 percent of sales are related to ‘how’ you sell, not ‘what’ you sell.”
So the whole process is important. And that’s why sales techniques are so useful, they play directly into “how you sell,” in the next step you’ll drive your conversation.
In other words, the closing technique alone won’t have as much effect if you still don’t meet the prerequisites as a good qualification.
I also prepared a mini-course via email with closing techniques if you want to know more about the topic and apply it.
8 tips for closing sales
1 – Social proof (converged!)
Widely used in sales, it can be applied in several ways.
It’s a good way to generate security in the potential buyer, showing him that you’ve already seen people with the same profile and these people had good results. So make sure you’re not just talking about the biggest customers your company has served.
It’s nice to have big customers, but you need to understand if they’re in the same market as the potential buyer you’re talking to. It’s no use telling an HR manager of a small company that you serve HR managers of large corporations.
You need to show that you’ve served clients like him, that you know what he needs and that you’ll generate results for him.
Find the point of similarity between them and make this clear to the potential buyer, show why you are using this case as an argument.
The greater this specificity, the deeper will be your buyer’s confidence in your solution. Always remember, specificity powers the entire mental trigger.
2 – Anchoring through positive feelings
In sales, you use anchoring in two ways:
1. Associate your solution with good feelings;
2. Associate buying indecision with feelings of fear, doubt and uncertainty.
One way to bring positive feelings to the surface, for example, is to try to make the potential buyer remember a case where he or she managed to have a really important problem solved by an external solution and how good it was for them.
The more layers of communication you bring to this grounding the more effective it will be: so use how the person felt, what they were thinking, how was the atmosphere in the area, etc. If you’re meeting them in person, one of the best ways to communicate is in showing them what you’ve done for past clients. You can use a photo book to do this successfully. The book can also showcase, in high quality, your products and successes. You can even purchase an amount of bulk photo books so you’ve got enough to give out to all your sales prospects.
Once you’ve anchored positive feeling through strong layers of communication (building a report, passing over photo books, etc.) you just need to make sure you focus on any remaining negative feelings and put the person at ease.
3 – Labeling
It’s a kind of mind-reading technique used by the team of lahore smart city , it’s describing to the potential buyer a likely situation they’re experiencing or an emotion they’re feeling that they haven’t yet noticed.
It’s an active listening technique, you have to understand between the lines of everything the potential buyer is saying so you can get these insights and deliver that observation to the potential buyer.
E.g.: You are talking to the potential buyer and realize that something bothers him or he runs away from something, you say to him: So-and-so, it seems that when we talk about your number of conversions from potential buyer to closing, you get a little uncomfortable.
You’re not asking him, you’re claiming you realized it.
And then you let the potential buyer correct you or agree with you, and you keep silent just listening to give him space to explain better what he meant by this or why this is happening.
A lot of times, he didn’t even realize that this is happening, and you say it about him shows that you’re paying close attention to what he’s saying and you generate authority, it shows social intelligence.
And consequently, the confidence that the potential buyer has in you increases.
The key here is to always do it in the form of an affirmation and starting with “it looks like”.
4 – Scarcity
The time-linked scarcity trigger is used to generate urgency. People are more afraid of losing something than the courage to gain something.
It is linked to scarcity of resources, and that’s what makes it valuable. It’s creating a certain urgency in the potential buyer for him to do some action in a certain period of time so that he doesn’t miss the opportunity.
An example is creating a valid sales proposal when you need the person to sign the contract by the end of the week, or that month.
It is important to consider that scarcity will be increasingly effective if there is a problem that must be resolved. And the greater the pain of this problem, the use of scarcity tends to be more effective.
5 – Summarizing the strengths
After you’ve understood all the problems the potential buyer has and talked to them about how you solve them, now it’s time to boil the whole conversation down to these essential points, showing them that you are, yes, the solution for all your problems.
For example, in the case of a complex B2B sale where you sell a business automation software that will make your customer’s life much easier, you say the following:
“So and so, now that we’ve agreed that our solution can help you with x, y, and z in your process, do we agree that we’re aligned? In your opinion, what is missing for us to close?”
This summary, or recall, prevents the conversation from returning to topics that have already been closed, leaving the conversation to advance to the next step.
6 – Creating a sense of urgency
This is the part where we use fear, doubt, uncertainty to create urgency and close a deal.
When we talk about fear, we are dealing with goals and the consequences that not reaching them can generate both in the short and long term.
For example, if a person does not have a very efficient qualified lead generation process, what might be the possible consequences of this?
The same aspect when, for example, the sales team cannot constantly connect with the potential buyer.
All these points can be addressed to create a greater sense of urgency, transferring all the responsibility for not being able to resolve the situation (if he does not hire your solution) to the potential buyer.
7 – Direct Closing
The direct close technique involves a direct order from the buyer to make the purchase. Sounds simple, right? It really is, but there’s a really big feeling behind it.
If you understand that the potential buyer is very interested in what you have to offer, this can be a great technique. Ask direct questions like:
Can I send the contract to be signed today?
Now that we’ve lined up the most important points, I’ll send you the proposal in a few minutes. I’m counting on your return today. Do you believe it’s possible?
But be VERY careful when you apply this technique. Using it can result in two scenarios: either things will go great, or the potential buyer will understand that you are trying to push the envelope and give up on the purchase.
That’s why the timing must be aligned.
8 – Thermometer Questions
This is one of the most used closing techniques on a daily basis.
Here, you can use questions like a thermometer to understand if the customer is at the closing point and go on clarifying any doubts that may have remained.
It’s when you ask broader questions that serve to clear up any doubts that might still be in the potential buyer’s mind, but he didn’t have the opportunity to talk about them.
Is everything I said within what you think is ideal for solving your problems?
Are there any other points that were not mentioned that you would like to raise?
What is the next step we can take?
After we solve X, what’s left to close the deal?
With the rise of sales in nova city , it is important to remember these tips for the future. If you would like to further deepen your knowledge of Sales Closing Techniques, we have a free mini-course made entirely by email.
Just register, and every 3 days you will receive a lesson on a specific technique in your inbox. So, you can study little by little and apply it in your daily life.
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