Closing Techniques: 4 Tips to Hitting Your Sales Goal
This post is aimed at beginners or closers who still feel insecure about closing new accounts, if you are in the middle these closing techniques can be very useful!
My idea when writing this content was to make it as practical as possible, as I know people who have an executive profile will like it. 😀
A good closing process starts with a good diagnostic process. The video below explains this well!
This Closing class is exclusive content from our free certificate – Outbound Go!
It is very important that you reflect on the practicality of each of these tips and balance the time to use them.
Closing Techniques: Practical Tips to Achieve Good Results
Team of Blue World City talked here earlier about closing techniques you can use in your process.
The idea now was to really make it as practical as possible so I’m going to add some phrases that can be used during your sales calls.
Remember to make sure the qualification is done right, ok?
Tip #1 – Submit the proposal live
Faustão always said that maybe he does it live, right? All kidding aside, there are clear reasons to present the commercial proposal live.
In the first instance, do not send a proposal without presenting it to the potential client, unless in very specific cases where the relationship with the potential client is already prolonged or differentiated.
Sending a business proposal hastily, leads to the loss of any kind of argument at closing and, you will have only one alternative to do follow ups, by email and telephone asking “what’s up?”.
Always live proposal, even if it’s at a dinner!
Closing accounts is always a delicate time, even though previous objections have been precisely circumvented in a diagnostic step.
At that moment, the customer can present the competition’s price, decide to postpone the closing or ask for a price that is totally out of the reach, which is the most common in the Brazilian scenario. There is always the “can’t you give a discount?”
One way to try to avoid these final objections is to ask specific questions at the end of the commercial proposal demonstration. Below team of Capital Smart City list some questions and tips that can help at this crucial time.
Practical question #1: When should we start implementation?
Asking in this way means that there is no great pressure imposed and the term “should” sounds helpful, not conveying the feeling that the closer just wants to close a deal.
Besides the fact that it tends to stipulate the Timeline of GPCT for sale materialize. It’s a subtle question that already points to the idea of advancement proposed by Neil Rackham in his book SPIN.
This is easier when you are only presenting one solution. But how to do it when we have modules or other solutions?
So let’s go-to tip 2!
Practical question #2: Among the options presented which do you prefer to start?
When there is the possibility of demonstrating more than one solution, asking this question leads to greater chances of the client saying yes to one of the options, than saying a direct no and complicating the negotiation.
And you start to get out of the choice inertia that is when a lead, because it has many options, ends up being stuck during the decision-making process. You can learn a little more about Robert Cialdini’s eBook, including!
The “prefer to start” is also a subtle way to drive closure. Also consider, asking the question gives you tip one, in the sequence, so that you direct the time for the sale to materialize.
Now it’s time to get a deeper commitment. After all, isn’t that the idea of closure?
Practical question #3: What is your CNPJ and municipal registration?
This is extremely valid when the customer needs to sign some type of contract or commitment term.
As soon as the customer gives a yes to the previous questions, follow up with something along these lines: “I now need your CNPJ and municipal registration for internal registration”.
See here that we went from “Could” to “I need”. The idea is to make the language a little stronger since, as we learned in Challenger Selling, we need to challenge the lead to take action.
That way you collect the data you need and give the final push that many customers need.
Many customers are very resistant to change and need someone to “take the initiative for them”. It can beat the thought, “ah, but that’s wrong because you’re driving the customer to buy”. Not!
If you’ve previously identified that he actually has a problem that you can solve and that will help his business grow, rest assured that this is a good lead.
Account closure always comes after qualification. So if you did the previous step correctly, you have nothing to worry about.
But if you want a softer way to do this, I suggest the following variation:
Ready to move forward now with the partnership that will help you achieve [explain benefit]?
The word progress makes the client think about advancement and getting better than he was before the partnership, making the transition to yes smoother.
But, when that doesn’t work and we go back to the objection conditions of “oh I have to think”, “it’s expensive, is there a discount?”, “send me the proposal and I’ll evaluate” – what to do?
Tip #2 – Handling objections during closing
It is important to always consider that there are objections to each step of the sales funnel.
To be successful with this, first, the objection must be isolated so that you can understand the real reason why the client is not wanting to close the partnership at that time.
Focus well on isolating the objection. This is very important for you not to try to respond to something you don’t quite understand.
Here are some questions that may help to isolate the objection to be worked around:
Besides the price, is there any other point that prevents us from starting our partnership now? So if I get the discount you need to fit your budget can we close the deal now?
The discount must always be used as an exchange and must only be given for immediate closing or with a clear deadline of the new value.
A possible example is:
Next, I got the discount and as you told me you need to evaluate it internally, I can keep it until Thursday this week.
Another important detail here, the word now (or another type of urgency) should be used constantly so that it remains in the client’s subconscious that we are facing an immediate or very short-term decision.
From here, the lead can start to delay decision-making. So, the first step is to show the lead that this is happening. An example would be:
So-and-so, you had told me earlier that everything was clear, has anything changed since our last conversation? What do you need to think about? Is something not clear?
When the client says they need to think, it is usually resistance to change or they need to talk to some final decision maker not included in the proposal presentation.
When the client is the decision-maker, isolate the objection and ask several questions to fully understand the objection to work around it accurately and try to bring about immediate closure.
Isolated the objections? Now it’s run to hug!
Tip #3 – Leads that need their own time to close
What can happen is that there are several times when the client needs his own timing to close the deal and he will actually leave the proposal without closing.
The important thing here is always to create a strong commitment because once he has seen values and has the proposal in hand, you can end up with long follow-ups.
If this happens, priorities may change within the company in the meantime or new doubts/resistance may appear. After all, the longer the customer has the proposal in their hands, the less likely they are to close the account.
To make this commitment a reality, the following phrases can help:
So-and-so, I understand that you need to analyze it internally, but I would like to put a positioning deadline before the proposal with you, okay? I say this so that I don’t have to keep doing follow-ups with you so I don’t take up your time and I don’t waste mine either, ok? Can you get an internal placement in X days?
This may sound aggressive and it is, but it is extremely necessary to shorten the time to close or quickly get the nod of those accounts that would never really come in and would take up even more of your time.
There’s always that fear “wow, if I say that, the client might jump out, better not be so direct” that’s a wrong thought, if the client has reached this point, he’s really interested in your solution and will understand it well.
Sometimes, and because everyone doesn’t have time in the 21st century, you can even gain more respect from your leads by being direct.
There will be those customers that you lost because of tying you up too much or because they disappeared for a long time and come back asking to renegotiate. When this happens, what should my approach be?
Tip #4 – Leads who want to get back in touch after a lost one
This is common and it’s a good idea to keep these leads on your radar because if you need a boost to hit your goal at the end of the month they can be the way out.
In these cases you should use this situation against them with phrases like:
[Lead’s Name], what has changed since our last negotiation until today that will lead us to close the deal now/this time?
The good thing about this question is that you validate the main pain that led the lead to return to contact and confirm if this pain is great enough to close the deal.
Subtly, she lines up the expectation of the conversation as to what the next step will be. If you have the most challenging profile and have a “stomach” for a more incisive posture, a possible variation would be:
[Lead name], I invested a lot of time in our last trade and we didn’t make any progress, what changed for us to renegotiate again? Why should I invest my time again?
They sound like extremely aggressive phrases and they should be, a salesperson should never be afraid of losing what he doesn’t already have.
That way you make it clear that your time is precious and that you’ll only trade again if it’s really to close a deal, if that doesn’t work, it’s likely that this was another account that you would never close and that would be wasting your time again.
The important thing about this type of approach is to always try to bring accounts in the shortest time possible and not waste time with accounts that would never close.
Closing techniques are practices that should be in any good salesperson’s playbook, aren’t they?
It is not necessary to use the exact phrases listed above, each one has its own style of selling and closing, just make it clear to your potential customers that your time is precious and never assume that a sale is already closed, close the accounts yourself.
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