5 Ways to Close a Sale
Picture this – you’re out on the lake, you have been waiting patiently all day for the rod to show something is biting. After countless attempts, you’ve done it! One has taken the bait, now all you have to do is reel it in. You need to use the right approach to make sure you don’t loose it.
Now apply this to your business. You’ve worked hard to attract the attention of a potential client and you’ve done it! They are interested in your company and what you have to offer, you have their undivided attention. But how do you reel them in? How do you close the sale?
The Assumptive Close
Here you are assuming the client is sold on your company and starts drafting the necessary paperwork in order to finalize details. To be used with caution! Experienced salespeople will understand the buying signals from clients and will learn when to use this and when to avoid this technique.
The Compliment Close
Complimenting your potential client shows you have an understanding of their knowledge in their industry and want to show how your company can benefit theirs. This technique works well with clients who are unsure of how your company can benefit theirs.
The Summary-of-Benefits Close
Giving the client a well-rounded summary of the benefits your company can bring to theirs, gives them a chance to agree with you. This is one of the most popular techniques to close with and requires three steps:
1) Determine the benefits your company can offer the client
2) Summarize them
3) Make a proposal
The T-Account Close
If your client is on the fence on whether your company is right for them, help them make a pros and cons list. Weighing the advantages and disadvantages will help your client see how your company will benefit theirs.
The Negotiation Close
In the business world both parties want to feel they have benefited from the deal. In this technique negotiating between you and your client is essential to ensure that you both walk away feeling a fair deal was arranged.
It is important to be helpful, be positive and be concerned!
If you think this is the end of the story, think again. Congratulations! You’ve just caught your fish… now what? It’s time to build a relationship – not with the fish, but with your new client.