Closing sales is fundamental to the success of your business, after all, without sales your company has no customers, does not generate profit and cannot develop. This is a very important stage of the sales funnel, when the customer is already prepared to close a deal with you, but achieving this can be more difficult than many people imagine.
For the moment of closing with a client to be a success, you have to go a long way, prospecting, nurturing and educating leads until they become ready to close the deal.
According to a study by TAS Group, 46% of salespeople close more than half of sales when leads are properly qualified.
Furthermore, the report revealed that 40% of salespeople fail to understand customer pain points. Half of respondents said they do not have a sales playbook (i.e., a guide to give salesperson background and closing techniques).
With this, we can conclude that it is necessary to train sales teams to prepare customers correctly and, when closing a purchase, use sales closing techniques to conform the deal.
In this article, you will learn about some of the main sales closing techniques to implement in your company and achieve more results.
How can closing sales techniques help your sales team?
Closing a deal depends on many steps and prior qualifications, in addition to hours of conversations and meetings with clients, but that does not mean that the final moment must be done impromptu or without preparation, after all, nothing is right until the contract is signed, it is not?
The sales closing techniques serve as a guide for your sales team to be able to carry out negotiations assertively and with the correct preparation.
Therefore, we are going to present some negotiation techniques that can be used by your commercial team or serve as a model to develop the method that works best for your company and your customers.
5 sales closing techniques to leverage your business
1- Closing by questions
Closing sales using questions is a highly recommended technique for those prospects who have a lot of objections. For this to work effectively, it is necessary to ask objective questions, allowing the seller to understand what pains, objections or doubts the customer may still have regarding their services.
2- Presumed closure
To use this sales closing technique, it is necessary for the seller to assume as if the deal was already closed and the prospect had already agreed to close the sale.
This can be done with phrases like “When can we start service?” By using language and behavior that indicate that the deal is practically done, it is possible to encourage the prospect to actually make that decision.
3- Experimental closure
This sales closing technique consists of offering a test or trial period for the service. This assumes that few people will return or cancel the service after starting the trial period.
This type of closing offers some benefits, such as the fact that the customer has the possibility of using your solution and it becomes clearer how it can be useful to solve the pain they have.
If the solution is really able to solve the problem, the chances of the customer effectively closing the deal are very high.
4- Closure due to shortage
This sales closing technique is based on using the scarcity trigger to create urgency and convince the prospect to close a deal with your company.
That is, you must offer an extra benefit to the customer, but for a limited time, in case he closes a deal in the next few hours. For example, you can offer discounts, a free month, offer a bundle with other solutions, etc.
The important thing is to convey the idea that this offer is for a limited time and that it can end at any time and the customer will no longer get this benefit, even if he comes back in contact with the company later.
5- Negotiated closing
Sometimes prospects are convinced that your solution is the best solution for their problem, but aren’t comfortable with the price. Instead of losing a sale, you can negotiate this closing, withdrawing benefits and solutions so that the amount charged reaches a level acceptable to the prospect.
This also triggers the customer to rethink the importance of a certain functionality and accept paying a slightly higher amount than he would like.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!