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20 Closing Strategies for Sales

        posted by , April 07, 2013

Closing is a salesperson's bread and butter. Without it no salesperson can thrive. As a result, closing strategies aren't exactly for the timid.

You've worked hard to cultivate a relationship with the customer. You've helped them to understand your product inside-out. You've addressed their objections and given them compelling reasons to buy. Now it's time to get to the point — close!

The following closing strategies for sales are all timeless classics.

1. Direct Close

Directly ask the prospect to buy. "When do you want it delivered? Tomorrow?"

2. Positive Choice Close

Offer the customer two choices, both of which are a close. "Would you like it wrapped as a gift or just in a bag?"

3. Apology Close

Apologize for not closing the deal faster. "Oh yes, it's guaranteed for 5 years. I'm sorry I should have told you that earlier. We have a deal?"

4. Cradle to Grave

Tell the prospect there's never a perfect time to buy. Life is short and there's never perfect timing but we must get on with life (or business) anyway.

5. Minor Point Close

Assume that agreement on some minor point equals a close. "This model comes in black, silver and red". When the customer chooses a color agree and assume the deal is closed. "Black, okay black it is."

6. Balance Sheet Close

Together with the customer list out the pros and cons of a purchase. Make sure the pros column is longer and stronger. Assume the balance sheet is the final decision criteria. "Well, looks like the pros have it".

7. Shopping List Close

Point out that a choice meets all the customer's stated needs. If the customer told you they want a fast, reliable, roomy car point out that a particular model meets their criteria.

8. Indirect Close

Ask a question to prompt the customer to close. "How does that deal sound?"

9. Presumptive Close

Assume the deal is closed. "Great, so I'll have your account set up within 5 minutes."

10. Question or Buy Close

Push the customer to either keep asking questions or close. "Do you have any more questions for me?" If the customer has no questions assume that's a close.

11. Negative Assumption Close

Get the customer to explain why they shouldn't buy. "Why isn't this car for you?" Often the customer starts explaining why they want to buy.

12. Pressure Close

Indicate the you're running out of product or that the price is about to rise. "These are selling like hotcakes, this is my last one."

13. Puppy Dog Close

Give the customer the product for a trial period. "Okay, you take it for a day. Come back tomorrow and we'll do the paperwork".

14. Sales Contest Close

Indicate that discounts are unusually good because you're trying to win a sales contest. "I don't usually give discounts like this but this is the last week of our big sales contest. If I make this sale I win a trip to Hawaii". (don't lie it's bad karma, get your boss to sponsor a sales contest)

15. Conditional Close

Answer a customer demand with a proposal to close. If the customer asks for a free upgrade reply "If I can get you the upgrade, do we have a deal?"

16. Give-take Close

Give the customer something then take it away. Make them work to get it back. Finalize the deal with your consent to give it back. This works when you're pretty sure the customer is highly motivated to buy.

17. Ask My Manager Close

Answer a customer demand by offering to ask your manager. Indicate that you can only approach your manager if you've got a deal. If the customer asks for a free upgrade reply "We don't usually do that. However, if that's going to seal the deal I can ask my manager to approve it. I'll go ask her."

18. Handover Close

Hand the customer over to someone of higher rank. The new person comes in with the assumption that the deal is closed and they are there to finalize details.

19. Handshake Close

Make your offer and extend your hand for a handshake.

20. Repetition Close

It's tempting to try different mixes of tactics. However, customers often respond to the same tactic on the 2nd or 3rd attempt. The repetition close uses the same tactic again and again. For example, try Ask-My-Manager several times in a row. Indicate that your manager is increasingly impatient with the customer's wild demands.

Write Your Customer's Victory Speech

If you're in B2B sales your customers need to tell their boss they got a good discount. If you're selling cars your customers want to go home and tell their family they scored an amazing deal.

Start with a high price and let your customer make a fool of you. It's not about your ego, it's about the close.

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