Learn the Top Five Sales Closing Techniques

Unless it’s a low-ticket retail purchase, most people won’t say “Okay, I’ll buy it!” out of their own initiative, especially if it’s a purchase that will require financial commitment. In order to successfully close a sale, you’ll have to slowly convince them using the top five sales closing techniques. The trick behind closing a sale learning to say the right things or ask the right questions that will make the buyer want the product. This is not to say that sales closing techniques should be clever, manipulative, or deceptive. Rather, closing a sale should come as a natural conclusion of the selling process. Here are the top five sales closing techniques that will make the customer say the magic words, “I’ll take it!”

The Affordable Close

The first objection most people have about buying a product, especially a major one like a car or house, is the price they’ll pay for it. But did you know that “I can’t afford to buy it” is more an excuse than an actual objection? Change the prospective buyer’s mind with the Affordable Close, which involves restructuring the payment scheme to suit the buyer’s budget. First, find out their budget and how much they can spare, and present a payment scheme that can fit the buyer’s capacity to pay. Supplement this by showing the price of not buying, e.g. the current car’s cost of continued ownership.

You can also make the product more affordable by stripping it down to the bare minimum and selling the other options, accessories, or add-ons as separate products. Alternately, you can present a different product that fits their budget. Your very last option is to bring the price down to something the buyer is prepared to pay.

The Opportunity Cost Close

There is always a cost for everything, even if you do or do not do something. In the world of finance and business, the cost of not doing something is called “opportunity cost”. Take note that cost is not the same as price; price is what the buyer pays, while cost refers to the problems like “hassle” and “dissatisfaction”, which are not directly translatable into money. Emphasize the cost of not buying in order to show the prospective buyer that the product’s actual cost is not as high as the price makes it out to be.

The No Hassle Close

One way you can win a prospective buyer over is by making it easy for that person to purchase the product. Make the purchase process so simple, any anticipated hassle or difficulty holding them back will no longer matter. For instance, do all the paperwork for the buyer and fill out the forms.

The Best Time Close

If the prospective buyer seems to be procrastinating or promises to return to purchase, emphasize that now is the best time to buy. After all, most prospective buyers who walk away usually never come back. You can do this by invoking seasonal effects, reminding them of short-term reasons why the product can help, or showing statistical data and facts that support why the best time to buy is now.

The Minor Points Close

For big purchases, the buyer will need to decide on several factors, which may be what is holding him back. Get the easier decisions out of the way in order to make the final decision a lot simpler. Ask the buyer to make decisions on minor points they might consider if they really wanted the product, like the color, delivery time, fitting options, etc. This allows the buyer to be accustomed to closure and will continue by finally making the purchase.