Another job title for a salesperson is a 'professional mind-maker-upper'. But in order to make someone’s mind up, you have to get over any fears of rejection. This is the key to securing more sales in your business.
Here are 5 different techniques you can use to help close those sales. Choose whichever one is most appropriate to the person and situation you are dealing with.
1. Assumptive close
This works on the basis of simple psychology. Use a series of statements followed by a question in which you intentionally assume that the prospect has already agreed to buy what you’re selling.
For example: "So we've gone through the information and you can see how it ticks all the boxes in terms of solving your problem/achieving your goal of… Now in terms of your order, which address is
2. Alternative close
This is about giving potential customers the perception of choice when both choices actually end in a sale.
For example: "Would you like to go for the basic package or would you prefer the premium option that gives you XYZ?"
3. If I can, will you?
This technique is a way of sounding out your customers' intentions by ‘offering’ them something.
For example: "If can do it for £175 would you be able to pay today?" If they say yes to that, then you’ve just established that they are keen to buy. You can then say "I can do that, but for just £25 more I can then offer you a personal service where I deliver it to you myself and set it up so it’s ready to go."
4. Direct Close
This close is kind of like a double bluff. You push for a no but the client may snatch back and say yes.
For example: "So I'm pretty sure this service pack isn't for you and that the initial plan of saving that £1000 a month on current charges is no longer of interest, so I'll leave you be."
5. Summary Close
This turns a big decision into a series of smaller decisions to get them to the finishing line. You ask a series of easy closed-questions looking to gain a rhythm of "yes"-based answers. The rhythm of yes' then leads to the big, final yes.
For example: "So would it be fair to say that you're going to want to do something to save time and money each month? And that you're in a position where you are the person to make this decision? And you know people who use our kind of service who’ve seen great benefits? ... So shall we just get this moving and get the contract signed right now?"
The chance of getting a "yes" to that question is now far higher.
Knowing these 5 techniques and when to use them will most certainly change the results you’re getting when looking to gain new customers.
Practice them, become confident in asking for a decision and you will always know #exactlywhattosay – and when.
Phil’s best-selling book 'Exactly What to Say - The Magic Words for Influence and Impact' is out now.
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