10 Effective techniques for closing a sale

Closing the sale is the exact moment when the customer accepts that he/she needs the product and is willing to buy it. Although there are many ways to close a purchase, here are the best techniques.

1. Direct closing

This is the most used and simplest technique. With this technique we ask the potential customer a question, this question has a great impact on the situation because it allows us to take the sale for granted.

For example, let’s imagine that the customer has not yet confirmed his decision to buy, when we ask him to what address shall we send him his purchase? Although it may seem unlikely to work, the direct close has a good chance of being successful when the previous stages of the sale have been executed correctly.

The questions used in this technique can be open or closed questions along the following lines: How are we doing with the proposal? Is everything clear? Do these features look good to you?

2. Closing the alternative

This consists of giving the customer a choice between two alternatives, both of which are very good options. In this way, the customer will only have to think about the colour, the material, the size of the product, among other things.

A clear example of how to use this technique is the following: Do you prefer cedar or pine?

The trick of these two alternatives is that they both assume that the purchase decision has already been made, so if in the previous example the customer decides to keep the pine, we could continue to offer another plan of alternatives with the following question: Do you prefer it in natural finish or with varnish?

As can be seen in this last example, it is a matter of psychologically placing the potential customer over the line from purchasing the producer and thus influencing his decision.

3. Closing by tying up

In this technique, questions are posed at the end of our arguments with the aim of getting positive responses from the client, either in the form of words or gestures. In this way, their level of acceptance is recorded for both parties.

Examples of such questions are: Don’t you believe, don’t you, do you think the same way?

These questions can become our best allies when it comes to making a sale. The key is to know how to ask them and to recognise the ideal moment to do so.

The questions we ask our customers should be formulated in such a way that their response is what we expect, that is, that it reaffirms what we are saying at that moment so that they are convinced that they need the product we are offering them.

In all sales closings, ideally, 3 to 5 tie-in questions should be asked.

4. Closing by mistake

In this closing we intentionally make a mistake in some part of the sale. For example, when we say to the customer: So, do you want delivery of the product on a weekly basis? And the customer will answer: No, monthly. By saying this, the customer is accepting the purchase almost instantly.

The technique induces a positive response that implies that the purchase will be made. It can be combined with other closures such as tying.

5. Closing by secondary detail

This consists of making the customer imagine that they have already accepted our offer by asking them some hypothetical questions such as the following: If you dedicate to subscribe with us, how often would you like to receive your flowers?

While the closing alternative technique suggests a choice between two offered solutions, it assumes the approval of the purchase and asks for a decision regarding a detail, thus helping the customer to make the purchase decision by first making a minor decision involving the purchase of the product.

6. Price change method

This works very well for campaign sales, those that are highly dependent on the variable prices in the market or those set by your supplier. Here, we contact the customer to inform him of the application of a new price list as of a certain date.

In other words, the customer is informed that the price of the product will rise soon, so buying now is the best option. Last minute discounting can also be part of this tactic.

An example is the following expression: Excellent that you came today to buy the washing machine, because from tomorrow all white goods will go up in price.

7. Ridiculous price method

In this tactic, the price does not change, nor do we intend to. The aim is to present it in an attractive way so as not to surprise or scare the customer, transforming the total amount into small parts that look ridiculous.

As the idea is to reduce the price to small parts, it is generally used to sell products with very high prices. For example, insurers divide the annual cost into monthly instalments.

8. Maximum quality method

This is used when the offer is too high for the customer. At that moment, what we have to do is to use quality as the philosophy of our product.

As an example, you could say: In my company they had to make a very important decision, they did not know whether to lower the price and quality or to invest to achieve higher quality, even if it cost a little more.

You might think that it is a bit difficult to make a sale with this speech, but the end result might surprise you if you use it with the right customer.

9. Benjamin Franklin Closure

This technique is applied when our customer utters the least expected and dreaded phrase: I have to think about it.

Usually, after such a statement, we ask him to express his reasons for not buying in order to try to resolve his objections. However, this method asks us to do more and help you make a decision by making a comparative table of the pros and cons of purchasing the product.

It should be remembered that this response is not real, as it simply reflects the fact that it is often more comfortable for us not to make decisions, so instead of allowing him to think about it, we give him the tools to do so at that moment.

10. Closing lost sales

After nothing works, it is time to employ the lost sales method. Before the customer leaves without completing the transaction, we ask them the following question: What was the real reason they decided not to make the purchase now? This will allow us to know what their final objection is.

For example, after getting a complete rejection of the sale, we ask the customer: Could you tell me where I went wrong? I just don’t want to lose my next customer in the same way.

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