No matter how much natural talent a person may have, becoming a master salesperson doesn’t happen overnight. In fact, much of the process is down to good old-fashioned learning — especially when it comes to closing. If you want to become a true closer and excel in any sales role, you’ll need to understand as many closing techniques as you can. Here are three of the best.
3. “The Soft Close”
Let’s start with a closing technique which, for many years, was thought of as inefficient. As sales as a practice have evolved, the Soft Close has become more prevalent — and effective. The technique is all about keeping the pressure off the prospect and instead allowing them to become naturally intrigued by the product or service. More specifically, you can summarise your pitch by asking them a question containing an attractive prospect: “How would you like to save 25% on running costs?” or something similar. This technique works because the prospect doesn’t feel sold-to and instead comes to the conclusion independently of your patter.
2. “The Now or Never Close”
Any good salesperson will tell you how important of a tool scarcity can be — even if it’s artificial. The Now or Never Close is exactly what it sounds like, you’re letting the prospect know that the offer you have on the table won’t be available for long. The Now or Never Close works with limited-run products, but especially with temporary discounts. If you’re able to offer a truly compelling discount, but only for a single day, you’re giving the prospect a compelling reason to say yes. The Now or Never works thanks to one universal human experience: FOMO, or Fear Of Missing Out. The great thing about this is that it’s such a powerful phenomenon that it’ll override almost all objections.
1. “The Summary Close”
Depending on the length of your sales pitch, it’s possible that key propositions get lost in the sands of time. For example, if you open with your key feature/benefit pair, then spend another half-hour on a demo, the prospect may forget that compelling offer you started with. The Summary Close works by giving you the chance to summarise all of your key selling points before winding down the pitch, then reiterate it all in a neat package of words. This close works because the prospect is presented with, put simply, an offer they can’t refuse — all condensed into a short, snappy summary. Done right, your summary will address any and all objections a prospect may throw your way.
Don’t ever let anyone tell you that selling is all about talent — it’s a skill that can be learned. Start with the three closing techniques above and you’ll be on the path to success.