5 Modern Techniques For Closing More Sales

Over the past few decades there’s been as many changes to the sales dynamic as there have been books written on the subject of closing. We all know coffee’s for closers, so let’s look at 21st century techniques for closing sales to ensure you get to enjoy your cup of Java in the morning.

1. Painting the Picture of Post Sale Activities

For many reasons, a sale never ends at the signing of the dotted line and this is especially true for the new prospect-turned-client. This person must install the system, software, furniture or whatever was purchased. Paint a picture of what that will be like for them.

Ask them to imagine it. Tell the story of how much easier that life will be, maybe more comfortable now their payroll services would no longer need manually organizing, instead lots of time will be saved and enjoyed in a past tense, even though it’s not happened yet.

Take things a step further by asking them how they’re going to arrange the furniture, who they’ll have organizing the payroll software once your guys have installed it and generally make people think about things that happen as if the sale has already been closed. You’ll find it soon has been.

2. Close Your Mouth and Let them Do the Talking

It’s painful and all too common to hear salespeople talk incessantly after the price is mentioned. Whether it’s from fear of price objection or lack of belief in the value of the product, it sounds terrible and destroys sales.

If you find yourself struggling from this ailment, try the following. Follow the process of the sale to the price, mention it and then shut your mouth. Keep it closed until you’re spoken to. People will feel the need to fill the slightly uncomfortable silence with conversation and what your prospect has to say at this stage is far more valuable than anything you could ramble without having the full story.

Not only will you get the full story, you’ll often uncover hidden objections you would otherwise never have known were there.

3. Gaining Text Message Leverage

If you’re a salesperson reading this blog, go over your past two months of presentations and send every single one a text message asking them an open ended question like “what did you think of my presentation?”. Don’t use a question that requires a yes or no answer.

Text messages provide safety which is why it’s so much easier to break up with your girlfriend using a quick text. You can get to the point, save time and be completely honest without being involved in some awkward conversation that’s a little too close to the bone. People are all but guaranteed to read text messages (unlike email) and they’re a powerful and invaluable modern tool.

4. Closing on a Conference Call

If the person you’re pitching to “needs to speak to someone else” who’s a decision-maker, ask to get them on the phone. No one will sell your product or service like you will and there’s no reason not to take advantage of a conference call right there and then while the moment is hot.

5. The “Everybody’s Doing it” Close

As the professional salesperson you are, you practice your presentations. Why not practice your presentation in full earshot of prospects or potential prospects? Better still, why not do it holding your phone to your ear, really getting into the role and imagining the person you were talking to was a real-life prospect who seemed keen to buy?

Sure, it would attract a lot of attention to your product or service with your imaginary client so obviously keen and yes, it’s likely those in earshot would ask questions and turn into potential prospects. Look for opportunities when stuck in the lobby, networking events at the coffee machine and everywhere else.

Tying It All Together

A final point in closing that’s discussed less frequently is tracking. Remember, it’s difficult to track which closes work because they work differently on different people. So, the answer is to track the types of people you’re successfully closing. This will help you to understand where your strengths lie and which people or personality types you may need to work on.

In conclusion, successful sales techniques have evolved over the years, and it’s essential to stay up to date with the latest strategies. These five techniques discussed in this article can help sales professionals to close deals effectively. By painting a picture of post-sale activities, allowing prospects to speak, leveraging text messages, closing on a conference call, and practicing presentations in earshot of potential prospects, salespeople can increase their chances of success. However, it’s also crucial to track successful closes to understand which techniques work best with different personality types. By continually refining their approach, sales professionals can enjoy more success and a well-deserved cup of coffee.