The average salesperson has two or three ways with which they feel comfortable to ask for the order.
Could you imagine a car mechanic repairing your car with only two or three tools?
Years ago, I could fix most anything on my car with just a couple of tools. Today, cars are complicated, and there’s no way I would know what to do.
To fix a car today requires a mechanic have multiple tools and multiple pieces of equipment to do the job right.
Sales is no different.
Today’s customers are complex, but unfortunately we as salespeople haven’t fully grasped the change.
Being comfortable with two closing techniques is simply not enough. Today we must be comfortable with many more than two.
If we want to close quickly, we need to be ready to use the right closing technique the first time and not have to muddle through the slow response.
Below are 10 closing techniques. Read through them, and I suspect you’ll find a couple you like.
When I’m delivering a training session, I ask salespeople to find two on the list they don’t use and then we work on becoming comfortable using them.
The objective is to add tools to your closing toolbox:
1. Recommendation Close
Works great when you are seen as a valued asset by the customer. You merely state what the customer should buy.
2. 3-Option Close
For larger deals with a lot of variables, this is a great one to use. Three options are given to the customer. Typically, the first one is very high price, but includes everything. Second one is the middle of the road, and the third is bare-bones and is far too skinny. Objective is customer selects the second one, as it’s neither the high-priced one nor the one that is simply too weak.
3. Deadline Close
Very easy to use, but only should be used when it’s a real deadline. Merely saying there is a deadline when there isn’t will always come back to work against you.
4. Solution Close
You drive the close by recapping the discussion as to the outcomes the customer desires, and it leads directly into you saying how the solution you’re recommending is the right one.
5. Expert Close
Easy to use when the customer trusts an expert who is already using what you’re selling.
6. Best Option Close
You guide the discussion by allowing the customer to respond to questions you pose, and you use the answers to narrow the selection to where the customer then feels they have the best option.
7. Outcome Close
Present the close wrapped around you sharing with the customer the outcome they’ll achieve when they do buy. Works great when the customer has identified a major hurdle they’re trying to overcome and your solution will allow them to get them over it.
8. Only Option Close
Great option when you know specifically what the customer is looking for and they feel the same way. Use this option and display confidence in your voice and body language.
9. Customer Selects Close
You put multiple options in front of the customer, all within a very narrow price/outcome range, and you allow the customer to pick the one they feel will work the best. This is a great close when you’re dealing with a customer who feels they have to be the one in charge.
10. Walk Away Close
Yes, you can walk away, and for some customers who you know need to buy and have a deadline to buy but are still hesitant, this close is powerful. You present the offer and wait. And then you simply walk away, forcing the customer to respond.
Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.