FREE online courses on Selling Step by Step - Closing the Sale - How to Close

Unless the sale takes place, the entire process will be a wasted effort. Hence, it is important for the sale to materialize.

 

A few of the effective closing techniques are being described hereunder:

 

v      Direct Close: Use this when the buyer is showing strong positive buying motives. Give a summary of the major points of the presentation, if necessary and directly ask for the order.

 

v      Alternative Close: Use this when you observe a buying signal, but the prospect needs certain options to take a purchase decision. Give options for example with colours “Do you want the red one or the black one?” with delivery “Do you want delivery next week or the week after?” with terms of payment “Would you like to pay in cash or credit”, etc.

 

v      Benefit Close: Restate the benefits of the product, since the prospect may not remember, in order to elicit a positive response from the prospect.

 

v      Gift Close: If you think, the situation is near to the close, you can provide an added incentive to the prospect, which will result in immediate buying of the product.

 

v      Objection Close:  If the objection is the major hurdle in the way of making sales, you should try to gain a commitment from the prospect that if the objection is removed, he/she will buy the product.

 

v      Emotional Close: You may also influence the prospect's sentimentality by remarking, “I sincerely request you sir, this product will be best suited to you” or “Please trust me ma'am you will not get a better deal elsewhere”, etc.
But make sure, that this does not pressurize the prospect, as we need to encourage relationships and not single transactions.

 

v      Action Close: If you think that the sale is almost made, write down the order, and hand it over to the prospect for approval. Few prospects respond negatively to a frank request for the order.