I was reading Hubspot blog and came up with this recent article about sales closing techniques and why they work. But honestly, working with sales training, I noticed that not too many people focus on a closing part. Closing a deal sometimes just simply overlooked. But I think, it’s a vital part of the game. Even more important that all the probing questions & addressing the clients needs, magnifying problems and so on. Sometimes at the very end, right before closing a deal, your prospect stands up and leaves you empty handed. And you thought you had it all along…
While understanding the need of your customer is critical, it is equally important how to close the sale and ensure you seal the deal correctly. Closing is an integral part of the sales process which is often ignored and overlooked by salespeople, when it comes to preparation. Majority seem to be too busy focusing on clinching the deal rather than on how to seal it. On the other hand, there are sales reps who get stressed out when they reach the closing process because they become too excited and think it is over. Let me tell you something – deal is not closed until you got their money in the bank. Meaning that closing a sale is an important part of the process.
So here are some tips on how to close the deal correctly.
Be Prepared Always
There is no perfect timing for closing a sale. Salespeople need to understand that you might close the sale the moment you walk in and that you don’t always have to follow the steps or procedures. If the prospect is ready to buy the product, close the deal. Don’t wait around before they changed their mind.
Asking the right questions can help you to understand what your customers need. You might want to ask your customer if the product or service you provide meets his needs. Also do ask if you have answered all his questions. Even the ones that your customer isn’t aware of.
Recognize Buying Signs
Buyers often provide buying signs and these could be either verbal or visual, so pay close attention, Eyes and ears on the prospect! If the buyer asks you more questions or if they nod or raise eyebrows or move closer to the product you realize that they are interested.
Customers might have different thoughts running through their minds and therefore, you must be ready to handle objections in a positive way and investigate further on their needs and offer them better options rather than being pushy. Make sure that no objections are left before making an initial step of closing the deal.
When to Close
It is always a good thing to know when to close the sale. If you have qualified the prospect properly, if you see buying signs, no objections are left and if you know the customer has made a decision to buy you can focus your attention on closing the sale. It matter fact it would be a perfect timing. Don’t skip it!
Wait for a Response
Once you have asked if they’re buying, you should give them some time to respond. Don’t assume that the deal is closed. Wait for them to say yes and offer to sign the contract.
To conclude, closing a sale is not very challenging if you did your homework and worked up the customer to the point where they’re ready to buy. You must be good at probing and asking questions to understand what they need and accordingly suggest products and services. Keep a close watch on their buying signs and how they react to the information you provide. If they have any objections, you may want to probe further and clarify their doubts or offer them an alternate product without being too pushy. You must also keep in mind when to close and allow the customers to respond to close the deal. Also, always trust your instincts – if you think they are not ready to buy – don’t push them. Sales is a mastery, but mastery of people and sometimes you can only trust your gut to make the decision.