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Training Tuesday: Closing Techniques – Part 1

9 months ago 0

There are as many different closes as there are sales people, but there are some recurring techniques that may come in handy. While you may find that certain closes work better than others, that shouldn’t deter you from using a variety of closes or confirming techniques, depending on different situations. We’ve outlined the first 5 of our top 9 closing or confirming techniques. Learning the closes listed here will increase your chances of getting more sales, more often, from more accounts.

1.“It Costs Too Much” Close

Emphasize the benefits you know the prospect finds irresistible. Uncover the prospect’s hot buttons and emphasize how your solution will actually save them money in the long run.

2.The “What You Really Want” Close

Help the prospect see themselves using your service. Speak to them as though they already use it, and tie in a hot button benefit to its use. “When you use us, then this will happen, and that’s what you really want, isn’t it?

3.The “Minor-Major” Close

The minor-major builds a chain of affirmative answers to questions you ask to help lead a prospect into saying yes to the sale. To put the prospect in the habit of saying “yes,” ask questions you’re sure will get an affirmative answer.

4.The “If I Can” Close

This close uses the prospect’s questions and comments to help you get them to buy if you can provide what they want. Instead of immediately assuring the prospect that you can meet all of their needs and wants, ask them if they’ll buy from you if you can…

5.The “Give Us A Try” Close

If the prospect is waiting for an invitation to buy, give them one. Make a persuasive argument for choosing your product or company, including reasons why the prospect should buy, then invite them to do it. “Why don’t you give us a try?” or “Would you like to get started right away?”

Next week we’ll address 4 more top closing methods and how adding them to your repertoire of sale confirming techniques can help you up your sales success.