Could your close rates use a boost? If so, it may be time to reconsider your closing strategy and make adjustments. Brett Evans, in an article for SalesForce Search, shares his seven “tried-and-true” strategies for a successful close, noting, “though there is no magic word, phrase, or approach that will guarantee you make the sale each and every time, the strategies have been proven to work for many.” Take a look at a three of the strategies included below and consider how they could fit into your overall sales process:
The Sharp Angle. This strategy comes into play when the prospect asks that you concede on something, such as price or a certain feature. When faced with the request, try, if possible, saying, “If I do X (the request), will you sign?” This gives the prospect what he or she is requesting, gets the deal closed quickly, and lessens the chance of further concessions.
The Direct Close. How often do you simply and directly just ask for the deal? Evans notes that many salespeople beat around the bush and rarely ask outright for the close. “When you know that the prospect understands your product or service well and that all concerns have been addressed, there’s no reason not to simply ask a yes-or-no closing question,” he writes. While it may seem scary to be so direct, he recommends that every salesperson consider using this approach.
The Summary Close. This strategy gives the prospect a clear understanding of what he or she would be buying, as well as helps him or her visualize how the purchase will be of value. Outline what you are hoping the prospect will purchase, highlighting each feature’s benefit and how it will be valuable to him or her. Presenting everything together at once in a polished package, complete with emphasized value, can impress even the most hesitant prospect.
If you're looking to improve your close rates (and who isn't?) take time to read Evans' article and think about trying a few (or all!) of his strategies. And remember, with any close, the key is to be persuasive and not pushy!