According to a HubSpot Survey, 71% of sales professionals consider closing to be a top priority in the sales process. Unfortunately, as a sales rep, learning to close the deal is a challenging skill to master. 35% of sales professionals say closing the sale is the hardest part of their job.
Over the years, sales teams have developed various techniques to help them seal as many deals as possible regardless of the sales cycle. That's why we've compiled seven proven sales closing techniques that will help you generate better results and live to sell another day. With our help, not only will you seal the deal and lead your customer to make a purchase, but you will also build trust with them.
Check out our top 7 picks that will help you close a deal the next time you make a call.
This is an effective closing sales technique that relies on the power of confidence. Instead of trying hard to convince a prospect to buy, this technique requires you to approach the sale under the assumption that the prospect is ready to buy.
For example, instead of asking the prospect if they think your product is the right fit for them, ask them when they want you to deliver the order. This has a psychological effect on your prospects. When you speak to them as if they've already agreed to the deal, it makes it harder for them to "change their mind." It also creates a sense of urgency, but not like the next technique on our list (stick around).
For this technique to work, however, you need to be confident without being aggressive. If you're too pushy, your prospect will get wary and pull out of the deal.
You've probably seen sales statements like "hurry while supplies last" or "discount ends today." These are examples of the urgency close, also known as the now-or-never close. Some also refer to it as the scarcity close.
This technique works because it preys on the fear of missing out (FOMO) and forces the prospect to make a decision quickly. You will find this technique in any top 10 closing techniques article you find online. It's very effective in the closing stage of the call.
You're telling them that they have a chance to get a fantastic product at a great price, but that chance is only available if they take action now. Most prospects will take your offer to avoid the regret of missing out on a great sales deal. If you, as a salesperson, want to close more deals, this technique is a must.
The best time to use this technique is when your prospect is sincerely interested in your product but has a minor objection that makes them hesitant. This technique gives them the nudge needed to make the purchase decision without overanalyzing it, and it is certainly one of the sales closing techniques that work.
Imagine you want to purchase a puppy from a pet store, but you aren't sure if the puppy is the right one for you, or you think the price is too high. The pet store then gives you an offer. You get to take the puppy with you for a month, and if you're not happy, you can return the puppy to the store. In such a situation, there's a high chance you'll fall in love with the puppy and pay for it instead of returning it.
Well, the puppy dog close deals method is similar to the above situation because it gives your prospect a chance to try your product or service. Therefore, it works for B2C and B2B sales. For instance, if you're selling a software solution, you can allow the customer to try it free for two weeks. It's like a test drive. The less risk involved, the better.
That's exactly why Cirrus Insight offers a free two-week trial that doesn't require a credit card to get started. We know our closing strategies, and that's why we're sharing them with you.
Now, for the puppy dog technique to work, you need a great product that the prospect will find hard to let go of. After experiencing the product, the pain of going back to their prior situation should be greater than the cost of paying for your product. That's why this is one of the best sales closing techniques you can employ.
The question-close technique uses a series of questions to get the prospect to sign on the dotted line. For example, after explaining how your product works, you could ask, "Does this product help you solve problem X?"
If they answer yes, then ask another question related to different pay points. After a series of yeses, the next logical step is to use your closing tactics to get them to sign the deal. If they respond with a no, you can ask another question to understand their hesitation. For example, you could ask, "Why do you feel it doesn't solve your problem?" Their answer to this question will help you understand and address their objection.
Even if they answer yes to the first question but are still reluctant to buy, you could ask another question like "Is there a specific reason you feel this product is not right for you?" Again, their answer to this question will provide you with more information about their objections, which you can then address.
Asking questions has been one of the main sales closing strategies for decades. When they answer a question with a yes, they are ready to move forward with the sales call.
Some prospects make purchase decisions solely based on comparing the pros and cons. For such prospects, your job as a salesperson is to make the decision easier by giving them a list of your product's pros and cons through your sales conversation. However, your product needs to have more advantages than disadvantages for this technique to work.
This technique is best for people who strive to make a truly informed decision before purchasing. Focus your pros on how the product will help solve the problems it's meant to solve. While you should be honest about the product's cons to let the buyer make a truly informed decision, make sure that those cons are truly offset by the advantages of buying.
If they aren't, then this is a clear sign that the product isn't ready to be put on the market. A good way to test this is to make a list of the pros and cons and then share it with people you know for an honest opinion. Experiment, and eventually, you will become good at effective sales closing techniques like this one.
Many times, prospects are hesitant to buy what you're offering because they see it as an unnecessary cost. However, you can flip the script by getting them to consider the opportunity cost of forgoing your offering. Instead of thinking about what it will cost them to acquire your product, get them to think about what they'll lose if they don't get it. If you master this technique, you will be closing sales deals like there's no tomorrow.
For instance, if you're selling a sales tool, highlight what it'll do for the prospect, then make them think about losing out on that. For example, you could say, "Our solution will increase your sales by over 30%. What are your current sales figures? $1 million monthly? With our solution, you could have an extra $300,000 in monthly sales revenue or about $3.6 million annually. What are your next steps?"
Using this technique changes your offering from an unnecessary cost into a much-needed investment. It's one of the best ways to close sales effectively.
Everyone loves a freebie, even B2B customers, which means you can increase your chances of closing a sale by offering an unexpected freebie. The freebie close is a different closing technique from the ones above, but it is still one of the best closing techniques because it leverages the principle of reciprocity. Once they get something from you for free, your prospect feels obligated to return the favor, and the only way to do that is by buying what you're offering.
The freebie close helps sales teams deal with all types of products and services. For instance, if you're selling an accounting solution, you could throw in free invoicing templates that come with features like automated tax calculations. Similarly, if you're selling vehicles, you could offer a free service. For this to work, however, your freebie needs to be valuable. Offering to give a free t-shirt to someone who's about to spend $40,000 on a car won't push them to make the purchase.
You need to follow your prospect throughout the sales process and adjust your sales tactics accordingly. These techniques are designed to help you make deals faster, but you still need to put in the legwork.
A poor sales closing rate affects every aspect of your business because the ultimate goal is to reach high-performing sales and winning deals. Fortunately, you can use these closing techniques to help move deals forward and generate more sales. Improve your win rate by taking advantage of the seven sales closing techniques we've shared here.
Of course, not every single one will work for you since this depends on the nature of your business. Each client may require a different method to close based on the situation. However, you can try all of these, track the ones that work, and then double down. Using the right closing technique will minimize closing attempts and maximize your sales skills.