Imagine you just gave the best sales pitch of your entire life. You didn’t take up too much time, your message was clear and you engaged the potential client. The only problem: you have no idea how to wrap things up. How you close your pitch is a make-or-break proposition. So, you need to know the most effective ways to leave the potential client feeling a need for what you’re selling. HubSpot writer Adam Wiggins recommends six techniques for the perfect close. Here are three of them:
Now or Never
If you wrap up a pitch with the hint that something about your intriguing product will change in the near future, you’re going to light a fire under the client. Offering a special discount is one way to accomplish this. If it’s something the client wants but is hesitating to commit to for whatever reason, hinting about a change could tip the scales in your favor.
“In your opinion, does what I’m offering solve your problem?” is a closing question recommended by Wiggins. Ending a pitch with a question gets the client involved. It will also influence your next step in the sales process in one of two ways. One: a yes will let you know you have something the client wants that you can sell. Two: a no gives you the chance to ask questions about the client’s needs. If the product does fulfill the needs and you just didn’t cover that part in your pitch, you can now. Or, if the product you pitched doesn’t fit the bill, you may have learned that one of your other products would be a better fit. Then you can pitch that one. Engagement is the key to interest and information, which can increase the probability of a sale.
People tend to want the things they can’t have. If your potential client is being difficult on price, you have the opportunity to make your product one of those things. “If they're balking on price, remove a feature or service and present the discounted offer to them,” says Wiggins, “It's likely, they'll be thinking about the part you removed rather than the discounted price.”