You’re not the only salesperson who feels apprehensive about closing. However, without that sense of risk, successfully closing a sale wouldn’t be as exciting, which drives salespeople to continually strive for more.
Because sales professionals are expected to generate the best possible profit rates for their efforts, a large number of sales closing techniques have been developed over the years.
Here are some proven closing techniques and why audit directors auditors email lists they are so effective.
To close a sale with a prospect, there are many techniques you can employ. Here are some of them:
Traditional sales closing techniques
Traditional sales closing techniques often employ a few psychological tricks designed to give that final push. Here are two of the most common ones.
Close now or never
This is where sellers make an offer that includes a special benefit that drives immediate purchase. For example:
“This is the last one at this price.”
«We have a 20% discount only for customers who register today.»
“If you commit to buying now, I can quickly track you to the front of the deployment queue.”
This technique works because it creates a sense of urgency and can help overcome inertia when a prospect wants to buy, but for some reason isn't pulling the trigger. It's also a tried-and-true method for closing a sale over the phone because you have the person's full attention in real time. Of course, you should always establish value before offering a discount or promotion.
Summary closures
Salespeople who use this closing technique reiterate the items the customer hopes to purchase (emphasizing value and benefits) in an effort to get the prospect to sign. For example:
“So we have the Centrifab washing machine with brushless motor, the 10-year comprehensive warranty and our free delivery and installation service.
