Must of the readers here know I’m a big supporter of the Questioning Model of selling. And, due to this preference I don’t place a lot of emphasis on closing the sale – a favorite of the traditional sales person using the Presentation Model of Selling.
Yet, I have found several readers who are positioned with companies that are pressing the sales people to use the older models of b2b selling. So, in the interest of fair play today I will share the top fifteen closing techniques.
So here on Friday the Thirteenth are the 15 Closing strategies to use…
- Puppy Dog Close
Who can turn down a cute puppy dog? Not many if the puppy was allowed to stay over the weekend with the family. Who could send it back to a cage? The copier industry made a fortune using this technique by placing copiers in an office and getting the people engaged in using this new office tool. Cash or Credit?
- Power of Suggestion Close
Making statements that place the customer with the product you are selling gets the prospect thinking about how cool it would be to have “this.” The key is to get them thinking about owning and using the product.
- Yes, Yes, Yes Close
The killer close used by the encyclopedia industry and created the need for the government to pass a law – the right of rescission – allowing a buyer time to say no to the sale. The reason it was so effective is the planned progression of questions with an obvious answer of “yes” to each question. This created a habit and a trend leading to the purchase answer of “yes.”
- Hot Button Close
After finding the hot button reason the customer is looking for a product, the sales person then emphasizes the condition or feature over and over until the prospect says yes.
- Invitational Close
This is my personal favorite as a questioning model sales person. It is nothing more than an invitation to move to the next stage – buying, pilot or whatever. This is a non pushy close, the preferred method of the modern sales person.
- Switch Place Close
This is a bit tricky as you must be very sincere when using this technique since it is all about reversing roles with the buyer. You literally ask what is causing the lack of action? Is it me, my product or what? Help me understand, could you tell me what is holding you back from moving forward?
- Commitment Close
Here you have asked the buyer if your product/service offer makes sense to them, is there anything holding them back? If they reply with a no, then a commitment has been made. If later they give you the old let me think it over routine, you ask if they remember their previous commitment. Then you ask if there is anything new keeping them from moving forward?
- Sharp Angle Close
Here the prospect is using an objection to decline your offer, so you counter with a statement that if you were able to get that done for them – would they make the purchase? Again, a little bit on the pushy side, yet it has worked often for sales people.
- Summary Close
This close requires you to summarize what the customer was looking for and how your offer matches all the needs and requirements stated by the prospect – so are they ready to purchase?
- Readiness Close
Very similar to using a series of trial closes during a sales presentation to get a favorable decision from the buyer. You will use a series of questions like – “Does this make sense so far?” ” How do you feel about this?” or “Is this what you are looking for?”
- Reserve Close
Another of tricky classic closes, that uses the prospects objection as the reason they should buy. The most common phrase used by the sales person when hearing the objection – “That the exact reason you should be purchasing this today.” Then example the reason – the reversal of the objection – to move toward a close.
- Alternative Choice Close
This close uses the assumption that the prospect is ready to buy so two alternatives are offered like the prospect is ready to close. Takes big time confidence to pull this off.
- Ben Franklin Close
This was one of my favorites during the old days of traditional selling. Here you are using the old T on a sheet of paper (this is how I know it is an old technique!) and you write the words Pro on one side and the word Cons on the other side. Then you write a couple of Pros and Cons to get started. Then you ask the prospect to give their thoughts and you write down their answers. Be sure to have a long list of reasons to fill in the pro side – thus swinging the verdict to the pros or the big YES.
- Assumptive Close
Just as the name implies you are assuming the sale is being made. Most of the time a contract is offered with a pen handed to the prospect with the expectation of the contract being signed. Deal done.
- Testimonial Close
Using testimonials to eliminate an objection is how the testimonial close is used by the b2b sales person.. Also, the use of proven success stories can be used to lower resistance and move toward a close.
There you have fifteen closing techniques and these do not include the two previous closes I have written about in the past – the Columbo Close and the Controversial Takeaway Close. These are also very effective closing techniques – check out the old posts under the closing the sale archive found on the right side of this post.
Okay, happy closing for everyone. Go make some sales and make your self happy. Much sales success.