As sales professionals, we all want to close more deals and increase revenue for our business. But sometimes, no matter how hard we try, we just can’t seem to get the prospect to commit. That’s where effective sales closes come in. In this article, we’ll be discussing the ten most effective sales closes that will help you seal the deal.
1. The Assumptive Close
The assumptive close is when you assume that the prospect has already agreed to the deal, and you just need to finalize the details. For example, you could say “So, how would you like to proceed with this order?”
2. The Urgency Close
The urgency close is when you create a sense of urgency in the prospect’s mind. For example, you could say “We only have a limited number of these products left in stock, and they’re selling fast. If you don’t act now, you might miss out.”
3. The Alternative Close
The alternative close is when you offer the prospect two choices, both of which lead to a sale. For example, you could say “Would you like to pay for the product in full now, or would you prefer to spread the payments out over the next six months?”
4. The Trial Close
The trial close is when you ask the prospect questions regarding the product or service during your presentation. Generally, these questions are closed-ended (yes or no) that you want your prospect to say yes to. For example, “Does this make sense to you, so far?”
5. The Summary Close
The summary close is when you summarize all the benefits of your product or service before asking for the sale. For example, you could say “Just to summarize, our product will save you time and money, and it’s backed by a 100% satisfaction guarantee, all of which you said were important to you. So, I gather we should go ahead and place an order, yes?”
6. The Silence Close (or he/she who speaks first loses)
The silence close is when you stay quiet after presenting the offer and asking for the sale. You wait for the prospect to respond. This close is quite difficult to use the first few times but it is extremely powerful!
7. The Price Anchoring Close
The price anchoring close is when you offer a higher-priced option first, before offering a lower-priced option. For example, you could say “We have a premium option that costs $1,000, but we also have a standard option that costs $500. Which one do you prefer?”
8. The Fear-of-Loss Close
The fear-of-loss close is when you create a fear of missing out in the prospect’s mind. For example, you could say “This is our last product in stock, and we’re not sure when we’ll be able to get more. If you don’t act now, you might miss out”. This close is particularly effective when the prospect is hesitant to commit.
9. The Emotional Close
The emotional close is when you appeal to the prospect’s emotions. For example, you could say “I can see that you really care about your family’s safety. Our product will give you peace of mind knowing that you’re protected. Would you like to place an order?”
10. The Referral Close
The referral close is when you ask the prospect for a referral before asking for the sale. For example, you could say “Do you know anyone else who might be interested in our product? We’ve had a lot of satisfied customers who have referred their friends and family to us. Would you like to join them?” This close is particularly effective when the prospect is happy with the product or service and may be willing to recommend it to others.
In conclusion, using effective sales closes is essential for closing deals and increasing revenue. By incorporating these ten effective sales closes into your sales strategy, you’ll be able to overcome objections and persuade prospects to commit to the sale. Remember, it’s not just about what you say, but how you say it. Use these closes with confidence, and you’ll see the results in your bottom line.
At Elite Sales Training, we believe in the power of effective communication in sales. Our team of experienced sales professionals can help you craft a customized sales strategy that incorporates these and other effective sales techniques. Contact us today to learn more about how we can help you close more deals and grow your business.