Knowing how to close a deal is the most important skill in sales. Every arrangement has its characteristics, and the salesperson needs to notice them in time and apply just the right closing method. Of course, any salesman is nervous before the final stage of closing a deal, but he who does not take risks does not drink champagne. In this article, we will highlight some closing rules that can be effective depending on the case.
The Anticipated Closing Method
Anticipated closing is based on your belief that “the deal is already in your pocket.” In this concept, you must firmly believe that you will easily close the deal with just a little effort. Therefore, you must continually screen clients and determine their level of interest and disagreement: what are they more inclined to do? Refuse or accept the deal?
This works because your behavior and positive thinking will encourage your customers to think the same way.
The best result is that you work with available leads and know that your product is a good fit for them.
Best not to use if: you do not have a relationship with potential customers and they indicate that the deal does not make sense to them
The “now or never” closing method
In this case, you offer your customers an offer, but you limit theirs in time. For example: if you close the deal today, get a 15% discount, the super price is only valid until (some specific date), and so on.
This works because customers are left feeling as if they are losing something very profitable, and the likelihood of them agreeing becomes higher.
It works best if: you can easily offer discounts and deal with people who claim they need more time to decide.
Better not to use if: the customer makes it clear that your product can’t be useful to their company and they don’t have enough enthusiasm.
If you’ve shown potential customers all of your benefits and features, and the customers haven’t shown the proper interest, take them off the offer. Remove features they won’t need, and see if they’ll want to cooperate in that case.
This works because many customers are hesitant to make a deal because of the price.
This will work best if: your service and product are tiered, and you can remove some features if the customer wants.
It’s best not to use it if: the potential customer is happy with the price.
This method of closing implies that you are explicit about a clear commitment and on what terms you are willing to sign the deal when you are ready to proceed with implementation.
It works because: your clear explanations reassure the person, and even if he does not say yes to you, his answer is sure to be firm and considered.
Best to use if: you are certain the client will agree to the deal.
Best not to use if: you are in the early stages of developing a relationship with leads.
The “one more thing” closing method
This method is based on the “ace up your sleeve,” which means you should have an offer up your sleeve that will get the customer to agree. Then, as soon as the customer is in the mood to refuse, tell him your tempting offer that will make him stay.
This works because your tempting offer will be doubly advantageous after the customer has not heard anything that might interest him.
The best result is if: you haven’t yet revealed all your cards, and you see that the customer wants to leave.
Best not to use if: you have already told the customer about your product’s possible benefits.