One of the most important stages of selling is closing the deal, which is the actions taken by the sales person to gain agreement to the sale. There are many closing techniques in sales, which are prescribed actions that sales people take to persuade the customer to make the necessary commitment.
Technique
Offer them something attractive, then retract [...]
If you find yourself in a long winded pitch, it may be necessary to summarize your bullet points to your client. Try the 1-2-3 close to remind them in nice short terms why they should buy from you now.
Technique
Summarize in sets of three items. We will give you this, that and the other.
This may be [...]
From 1998 to 2004, 94 episodes in all, Ms. Bradshaw, arguably the most famous single women in the history of history was fiercely loyal to her MacBook.
Have you ever wondered how you could create that need and be ready to fill it for your customers? The “empty-offer” close takes care of that, make the need apparent by illustrating that without your product they are unable to respond to a completely different need.
Technique
Make them a very kind offer that they cannot take [...]
Getting to “Yes” can’t always be about dropping your price. From time to time, you need to remind your customers that they “get what they pay for….” Take the price objection as an opportunity to remind your clients that your quality makes the lowest price difficult to achieve, but the value built into your [...]
Leesh’a•bul(s) blog is now “The Daily Lip”. After months of market research, demographics testing and tens of dollars spent, we decided that “The Daily Lip” was both relevant to our industry and products, as well as our daily commitment to bringing you information about promotional products sales and marketing….Okay, actually one of our salespeople came [...]
Sometimes all it takes to get to “yes” are options. By carefully crafting your pitch, you can present different options to your client with your target sale in the middle, being the most attractive one. When the sale is presented as a matter of “which of these three is best for you?” you’ve already placed [...]
We’re adding a new series to our blog posts: Case Studies for Sales. Personal care promotional products can be a tough pitch, we want to make it easy. Follow our series on real case studies, pitches that work, and new ideas to get your sales team revved up.
Need a new way to close your client? Try the “Summary” close. Sometimes all it takes is a simple review of the features, functions and benefits to get to “Yes”
Technique
Summarize the list of benefits that the other person will receive, telling them the full extent of what they are getting for their money.
Make [...]
Sales can be fun if you know actual closes when the customer doesn’t come to you with their wallet already open. There is a real art to sales, select your brush wisely!
Technique
Ask them several questions where the answer is easy to answer and is ‘yes’. Then tag on the question at the end for [...]