Closers!

If a salesperson is still using 'closing techniques' in 2023, they're doing it wrong.

I came across this guide recently...

'How to close a deal in 7 steps'

Here are some of my favourite excerpts -

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- Assumptive close:

Example: “How soon would you like these delivered? Does Thursday work, since you’ve indicated that’s your slow business day?”

Pro tip: The key to the assumptive close is transitioning seamlessly from outlining the benefits to asking for the sale.

- Different prospects require different closing techniques, so you might need to change up your sales strategy sometimes.

If your prospect is hesitant to commit to change, allow them to try your product free of charge for a specified time

Don’t forget to ask for the sale again at this point. Use a suitable, straightforward question like, “I can offer a special, reduced subscription term of six months. Can you commit to this plan today?”

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The commission breath is so strong that if I was a buyer on the end of this I'd probably pass out from the stench.

The assumptive close is based on the assumption that the buyer either doesn't realise what is happening (implication - they're a little slow on the uptake) or is so swept away by the benefits they are hypnotised into signing in a trance-like state.

Either way, buyers remorse will kick-in within 24 hours.

Closing isn't some kind of grand finale - it's a gradual process throughout the sale, and will naturally occur if all preceding steps have been done properly.

And if you've done everything really well...they'll be the ones closing you.

#sales #strategy #closing