Improve Your Sales Techniques for Closing a Sale

There is literally an industry giving advice in sales techniques closing. In practice, methods vary according to products, market, and the experience of the salesperson.

Skills development: Situational Awareness

Sales closing happens at the end of a sales pitch. The current situation is a combination of the previous elements of discussion and information given to the client. At this point the client needs to make a decision, and closure is about making the decision to buy. The situation will dictate the reassurance required at this stage.

Clients may require some additional incentive beyond the previous discussion. Primary sales points are:

  1. Needs
  2. Values
  3. Functions

Whatever the purchase, it must meet all three of these criteria to be a sale. The needs may be personal judgments, the values based on purely financial considerations, and the functions specific to the client. These criteria are integrated. What meets the client's needs will also suit budget and be functional. The budget may be the main issue, but the client needs to see their needs being met and that the purchase is functionally what they want. In some cases function is the main point, and the other two criteria will be dependent on that. The salesperson has to show credibly that these issues are well covered.

Some of the standard techniques are:

  • The "three point" solution: This is literally three selling points. The closing statement is that it's cheaper, better, and more reliable.

  • The "time to think" approach: You ask the clients if they want time to consider their options. This closure is often much appreciated when the decision is difficult for the client.

  • Affordability: The closure is based on value, a strictly practical sales approach and a simple quantification of the buying decision.

  • Alternatives: The sales close is based on giving the client a range of options.

  • Bonus deal: A special offer within the allowable parameters of the sale as an extra to the purchase.

  • The "concession": A bandwidth-based sale price, giving the buyer a sense of saving money and successful negotiation.

  • The "budget scenario": A cost analysis of daily savings or other benefits. Also works as a visible reduction in daily expenses on the net price.

  • Flattery or compliments: Used to praise the buyer's discretion and good sense in making the purchase. May include implication of "superior choice" or other personal values.

  • The Rationale: Good sales reasons based on the logic of functionality, cost and benefits.

  • The shopping list version: This is a statement of the number of things that the sale will achieve for the buyer.

These closing techniques show definite positives for the customer. They all refer to a final result in the client's favor, meeting all criteria. Sales resistance is based on negatives, and sometimes on the possibility of better options.

Things not to do

Sales closing techniques are the make or break of any sale.  When closing, stay focused.

A sale can be killed by these things:

  • Negative inferences and body language
  • Too much spiel. The client must think clearly to understand the selling points.
  • "Pushy" methods. Speak conversationally.
  • Inadequate answers to questions. Give clear answers at all times.