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Traditional Sales Closing Techniques

The document discusses 7 traditional sales closing techniques: 1) Now or Never Closes that create a sense of urgency, 2) Summary Closes that reiterate the value of the deal, and 3) Sharp Angle Closes that catch prospects off guard when they ask for discounts. It then discusses 4 modern techniques: 4) Question Closes that allow reps to address objections while gaining commitment, 5) Assumptive Closes where reps assume they will close the deal from the beginning, 6) Take Away Closes where removing a feature makes prospects want it more, and 7) Soft Closes that ascertain interest without demands through benefit-focused questions. Mastering closing techniques is important for salespeople.

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Bang Bang Wes
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501 views4 pages

Traditional Sales Closing Techniques

The document discusses 7 traditional sales closing techniques: 1) Now or Never Closes that create a sense of urgency, 2) Summary Closes that reiterate the value of the deal, and 3) Sharp Angle Closes that catch prospects off guard when they ask for discounts. It then discusses 4 modern techniques: 4) Question Closes that allow reps to address objections while gaining commitment, 5) Assumptive Closes where reps assume they will close the deal from the beginning, 6) Take Away Closes where removing a feature makes prospects want it more, and 7) Soft Closes that ascertain interest without demands through benefit-focused questions. Mastering closing techniques is important for salespeople.

Uploaded by

Bang Bang Wes
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as DOCX, PDF, TXT or read online on Scribd
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Traditional Sales Closing Techniques

Traditional sales closing techniques usually employ some psychological tricks designed to


give that final nudge. Here are two of the most common.
1. Now or Never Closes

This is where salespeople make an offer that includes a special benefit that prompts
immediate purchase. For example:

 “This is the last one at this price.”


 "We’ve got a 20% discount just for customers who sign up today.”
 “If you commit to buy now, I can fast track you to the front of the implementation queue.”

This technique works because it creates a sense of urgency and can help overcome
inertia when a prospect wants to buy -- but for some reason isn't pulling the trigger. Of
course, you should always establish value before offering a discount or promotion.

2. Summary Closes

Salespeople who use this closing technique reiterate the items the customer is hopefully
purchasing (stressing the value and benefits) in an effort to get the prospect to sign. For
example:

“So we have the Centrifab washing machine with brushless motor, the 10-year comprehensive
guarantee, and our free delivery and installation service. When would be a good time to deliver?”

By summarizing previously agreed-upon points into one impressive package, you're


helping prospects visualize what they're truly getting out of the deal.

3. Sharp Angle Closes

Prospects often ask for price reductions or ad-ons because they know they have the
upper hand -- and they also know you expect it. If you have approval from your sales
manager to do so, try the sharp angle close technique to catch these prospects by
surprise.

When they ask, "Could you add on a few extra hours of onboarding at a discounted rate?" reply,
"Sure. But if I do that for you, will you sign the contract today?" It's likely they won't be
expecting this response -- first, because you agreed to their request, and second, because
you've proposed closing today.

Modern Sales Closing Techniques


These canned closing techniques probably seem a little old-fashioned. Perhaps they strike
you as a little too "salesy," particularly in light of the rise of inbound sales.

In particular, the idea of closing itself needs to encompass any and all incremental
agreements you secure throughout a sales process -- not just the moment of final
purchase.

In a sales engagement, reps should endeavor to:

 Discover the customer’s needs

 Effectively communicate how specific products or services offer an affordable and


satisfactory solution to those needs

If these two requirements are properly achieved, then there should be no barrier to
closure. The closing question can be asked directly at that point.

4. Question Closes

To achieve these two foundational goals, it's imperative that reps ask prospects probing
questions. Effective salespeople focus on closing a sale as soon as a conversation with a
prospect begins. Through a series of questions, they develop desire in the client and
eliminate every objection to purchase.

One can even close the sale in the form of a question, which allows the rep to address
outstanding objections while gaining a commitment at the same time.

For example: “In your opinion, does what I am offering solve your problem?”

The question allows you to discover whether the prospect is sold on your product while
keeping the door open for further selling. If the answer is ‘no’ it remains their opinion (not
yet the truth), thereby allowing you to continue to sell. If the answer is ‘yes,’ then signing
on the dotted line is the next step.

Here's another question close: “Is there any reason why we can't proceed with the shipment?"
This question asks either for closure or more information as to why the customer isn’t
quite convinced. It’s win-win.

5. Assumptive Closes

This closing technique draws on the power of positive thinking. If you believe, from the first
piece of email outreach, you will close this deal, it can have an incredible effect on the rest
of the sales process.

What's important here is to closely monitor your prospect's interest, engagement, and
objections throughout. After a call or meeting, ask, "Did this presentation align with your
expectations?" If you've just provided them with new information about your product or
service, ask, "Does this sound like something that would be valuable to your company? Does this
meet a specific need or pain point?"

By keeping your ear to the ground -- and assuming good intent from the start -- you'll bring
an authority and direction to your sales process that wouldn't be there otherwise.

6. Take Away Closes

If you have kids, you've likely noticed if you take a toy away from them -- they'll want it
more than ever. Use this similar psychological practice on your prospects.

If they're balking on price, remove a feature or service and present the discounted offer to
them. It's likely, they'll be thinking about the part you removed rather than the discounted
price.

7. Soft Closes

The soft close is a way to show your prospect the benefit of your product and then ask a
low-impact question to ascertain whether they'd be open to learning more.

For example, "If I could reduce widget maintenance by 25% and increase widget productivity by
15%, would you be interested in learning more?"

You've clearly stated the benefits without making any demands or sudden requests.

If the example above still seems too direct, you could ask, "If I told you I could reduce widget
maintenance by 25% and increase widget productivity by 15%, would that align with your
company goals?"
This removes their need to commit to you in the slightest, and gives you more time to
learn about their business needs.

Being skilled at closing is arguably one of the most important techniques a salesperson
can master. Find a mentor or fellow salesperson who excels at it and learn from them.

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