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Dec 10, 2021 · 11. They close multiple times during the sales process. Closers know you don't just close once. Every conversation you have with a prospect should include you asking for some small close. Whether it's asking for a second phone call, a meeting, or a pitch — you should have a close in mind at every touchpoint throughout your sales process. 12.
- Leslie Ye
Sep 19, 2023 · Summary Close . Sales cycles can be long, especially for B2B selling. A prospect who’s juggling conversations with different vendors about different products might not remember all the great things your solution has to offer. In a summary sales close, you review the features of the product and how it will help meet their needs.
- Now or Never Closes. This is where salespeople make an offer that includes a special benefit that prompts immediate purchase. For example: “This is the last one at this price.”
- Summary Closes. Salespeople who use this closing technique reiterate the items the customer is hopefully purchasing (stressing the value and benefits) in an effort to get the prospect to sign.
- Sharp Angle Closes. Prospects often ask for price reductions or ad-ons because they know they have the upper hand -- and they also know you expect it.
- Question Closes. To achieve these two foundational goals, it's imperative that reps ask prospects probing questions. Effective salespeople focus on closing a sale as soon as a conversation with a prospect begins.
- Personalize the Journey. 72% of business buyers expect companies to personalize engagement to their needs. This means creating interactions between the company and consumer based on data and the lead’s actions, needs, and wants.
- Do the Research. When something has value, the people around it know it well and treat it well. This is why data-driven client profiles are so important for salespeople.
- Ask Questions. Salespeople need to get to know their leads and customers. This is part of researching them, but also part of building that relationship and finding out how a product or service can actually help.
- Embrace Technology. Companies must use technology to effectively manage leads and customers. Keeping the specifics of each relationship organized, updated, and immediately available is what CRM technology was built to do.
- Now or never close. Here’s a cool sales technique that plays on the ‘fear of missing out’ (FOMO). Sprinkle in some special, limited-time offers to create a fun sense of urgency.
- Alternative sales close. Another effective sales closing method is giving clients some great choices. Let them explore and pick from a friendly selection of 2-3 options.
- Assumptive close. This closing technique taps into the power of positive thinking. It is rooted in the idea of a self-fulfilling prophecy, where believing in something increases the likelihood of it becoming a reality.
- Discount close. Offering discounts is a time-tested sales technique. Acts of generosity are always appreciated and give your buyers an extra incentive to say ‘yes.’
Top 10 tried-and-tested sales closing techniques (with examples, how-tos & scenarios) 1. The assumptive close. The assumptive close involves confidently discussing the next steps in the process, like setting up delivery details or next meetings, assuming the sale is already agreed upon.
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This mainly works when the prospect is sincerely interested in buying, but needs a small nudge to get to yes. 5. Takeaway Close. This technique capitalises on people’s desire for things that they can’t have, also known as reverse psychology.
