• Closing is the 6th and the most satisfying stage of the 7-step sales process.

Sales
reps live and die to reach this stage.
• While 70% of the companies admit that closing sales is their top priority, 63% of
sales interaction with sales reps are not asking for the sale!
• Hold on.
• That means something is wrong.
• Maybe a majority of sales reps are not aware of the right sales closing
techniques. They might be needing some sales closing tips too.
• This article will cover both. So,
• Let’s kickstart.
• 1. The assumptive close
• I call it the “smooth move”. This is a modern sales closing technique where the
sales rep tries to slip in the proposal smoothly.
• Most sales reps misinterpret this as a shot in the dark. But it’s a rational
technique where the sales reps understand customer needs from the roots. Then
they identify that their product is meeting most of the requirements.
• Then you slightly slip your proposal at the end of the conversation!
• To get success with this approach, you must ask the right questions; questions
that derive customer needs. Then you can simply mark the checkboxes, and go
for the hunt.
• Here are some questions that could help:
• What are your short-term and long-term goals?
• What are your current needs?
• What challenges are you facing?
• What are you expecting from our product/service?
• What is your buying criteria?
• 2. The take away close
• I call it the “risky business”.
• This is the case where the customer and you, both know that your product is the
best fit. But the prospect will come up with reasons and arguments, just to get
some discount out of you.
• At this point, reps usually give up discounts at the risk of losing the prospect. But,
if you have observed the requirements closely, and you know that your product is
the best fit, you can play this calculated risk.
• The conversation would look something like this:
• Prospect: All that is fine, but we still think your product is a bit out of our budget.
We’re still not sure if this is the right choice for us.
• A smart sales rep: Well John, I think our product is meeting almost every need of
yours. Because I have personally checked the boxes. But that’s completely fine. If
you want to explore other products in the market, we can surely postpone this.
I’m pretty sure, our pricing is at least 20% affordable than other competitors in
the market
• 3. The now or never
• This is a very popular sales closing technique when sales reps lure prospects with
some exciting discounts and create urgency. It is widely popular to meet sales
target and close deals faster.
• The conversation would look something like this:
• Prospect: We really like your product. I’m talking to the management, and we’ll
be signing up with your product probably next week.
• Sales rep: That’s great. I have to tell you that we’re providing a 10% discount to
every signup that occurs this week only. So, you might want to hurry up a bit!
• 4. In conclusion close
• I call it “A Walk to Remember”.
• This is a sales closing technique where you give a walkthrough to your prospect.
Basically, you recall all the key points of your past meeting and convince him that
your product is just perfect.
• This technique is very effective when you already had several meetings in the
past. You have been explaining the product from a very long time and the
prospect is constantly showing interest.
• It’s time to tell your prospect that your product is the perfect fit for him with X
solid reasons. It looks something like this:
• Sales rep: “Sundar, we have been discussing XYZ for a week. I’m really happy that
I could explain the product to you in-depth. As we discussed, I hope XYZ will add
real value to your business. Can I explain to you our pricing plans?”
• . The objection close
• This is a very smart sales closing technique where you ask the question to the
prospect. Though, you must be very thorough with your product training.
• You have to clearly understand what the prospect wants, and you make sure you
have solved each and every query in the product demo.
• After the class, you can be the teacher and ask “So, do you have any doubt in
your head or we can proceed with the deal?”
• Now, when you ask that question, you should be ready for the counter-objection
also.
• Most of the times when we ask a question, we’ve already decided on an answer.
And it’s the answer we want to hear from them.
• This shouldn’t be the case here.
• You genuinely solve every question of the prospect and then ask for closing the
deal.
• The pressure game close
• Between the prospect and sales rep, the authority is always held by the prospect.
• Prospect drives the conversation. The questions he asks give direction to the deal.
• This is a psychological sales closing technique where you simply shift the pressure on
the prospect.
• This is how the conversation would go:
• Prospect: “Can you say that if we use your services, our traffic will get double by the end
of this quarter?”
• Sales rep: “If I can promise that your traffic will get double by the end of this quarter,
would you buy our services?”
• Now, the pressure is on the prospect, and he has no reason to say no!
• BUT,
• You must know what you’re promising. You can’t just say the words that can damage
your brand reputation.
• Be reasonable. Be practical.
• For that, you must know your offerings thoroughly. You should know your limitations.
• If the prospect is making an unreasonable demand, say that you just can’t deliver that,
and neither can any competitor.
• The empathy close
• Empathy is one of the strongest things in this world. Not many people have this
ability.
• If you have understood empathy, it will make you stand out from the crowd.
• In many cases, the prospect is not ready to make the decision. Maybe he needs
permission from management or high authority. Maybe he needs a little time to
think over your deal. Maybe he needs to manage the funds.
• You don’t know.
• So, you simply say “I can understand”.
• Such a response will initiate a great bond. This bond will eventually help you
close the deal.
•.