Sales Closing Techniques - 5 Steps

Sales Closing Techniques is the most important part of our lives as being in the sales we are supposed to generate Revenue for our companies. It is the skill which has to be master by each and every salesperson no matter which line of sales he is in. There are a number of things that you will want to do and keep in mind to make sure that you are providing the best presentation possible. There are some basic steps which we have to master in order to succeed in closing the sales on the field.

 

Introduction: 

The first step is Introduction and as is rightly said “First Impression is the Last Impression” as it will create the Trust and Confidence in the salesperson whether to buy from him or not. The Introduction includes introducing yourself and the Company. It should be short and Simple always start with the smile on your face and a firm handshake, Greeting the client with a smile and proper Eye Contact shows that you are a confident person and you can be trusted and with that, you should be  Excited.

Short Story:

A good Short Story is something that creates “IMPULSE” (means Curiosity) in the Customers mind and due to which he will give you a buying time, to tell him about our product or services you are there to offer. As nowadays no one has time creating impulse will give you those precious 2 minutes with which you can sit in front of the customer and give him the presentation.

Probing:

The Probing is asking a proper set of question to the customer to get his hot spot or his requirement. Asking the right set of questions and you will come to know his exact requirement and on the basis of that you can pitch the client, is like you are going to a doctor, and he asks you the set of questions and according to your answer, he gives you the medicine.   

Presentation:

The presentation is where you present your offer that is your product or service according to the hot spot or requirement of your client/Prospect which you came to know from the probing and over here you are supposed to show the benefits to the customer according to his requirement. You are supposed to present all the unique selling point (USP) of your product or service.

Pricing:

Once your presentation is over straight go for pricing. As the pricing is the biggest negative. As this is, the stage was the customer has to take out the money, So it’s very important that once you said the price you are again supposed to punch on the hot spot of the customer and with this your are supposed to use the 4 factors of closing on the spot (which I will discuss in my next blog)

Closing: 

Once the pricing is done directly go for the close ask the customer his name or will he be taking the service in his name or the family this kind of question where you get the positive reply and in case if there are any objections again punch on the hot spot together with the 4 factors of closing.

Once the closing is done before leaving always ask for at least two references as the client already trust you and you have built good repo with the client he will easily give you the reference and that way you can multiply your closing with Sales Closing Techniques and achieve your targets.