No sales professional has the intention of getting stuck in a sale for a period longer than required. They would like to move on to the next prospect after closing a sale ASAP. That’s the way to increase your total sales volume. Closing techniques ensure that a sales conversation ends with a deal. Depending on the situation, sales professionals implement one or more of several commonly used closing techniques.
Closure of the trial
Before finally closing the deal, sales staff often use trial closing techniques to test the potential customer’s willingness to buy during the sales demonstration. Using a trial closure helps to test the potential customer’s interest in purchasing the product or service.
A test close is an attempt to determine how close the potential customer is to making a purchase decision. Lawsuit closing is a low-risk method of measuring potential client interest and opinion. It is an opinion search tool and not a decision search. Sales professionals use this technique to burn out the prospect’s mood and modify their presentations accordingly.
Without a trial closing, a seller may have trouble closing the deal. A negative response to a closure cannot easily be turned into a positive one. A potential client can stick to your decision and defend it. A negative answer to a test closing question, on the other hand, is just a signal for the seller to change strategy. Sometimes closing a trial will result in an actual closing and even if it doesn’t, it will let the seller know when or what needs to be done to close the deal.
The best solution is to try the test close one or more times before the actual close. A positive test close will indicate when the prospect is ready to buy and automatically lead them to a close.
Closing techniques
When the mood for a potential deal has been set with a great presentation and one or two good trial closings, the order should be closed quickly without wasting any more time and without risking stalling the conversation. Without closing techniques, a salesperson would be traveling between two zones: deals almost made at the prospect’s hesitation. There are several closing techniques that sales professionals apply. The most preferred method is the closing of the handshake. Usually all successful business deals and discussions end with a handshake that marks the end of the procedure.
There are also other methods of closing techniques such as: complementary closing, calendar closing, balance sheet closing, economic closing, closing at the best moment, conditional closing, etc. All of these closing techniques are aimed at finalizing the deal. The concession closing is a technique in which the seller offers discounts with statements such as “if you buy today you will get a discount of 10%”. These techniques prompt the potential customer to get rid of any doubts and go ahead with the actual order of the product. Closing techniques effectively seal deals and allow salespeople to move on to the next prospect.
