The most important step in selling is closing the sale. Closing the sale allows a sales
rep and company to earn money from consumers. If every step is done beautifully but
a sale is not closed, then there is no revenue or justification for the time spent with a
potential customers.
Closing the sale makes a sale official and gets all the needed information, whether it is
signatures, payment information, or anything else to be able to finish the selling
process.
Often customers are teetering between buying and not buying. During this time, it is
crucial to avoid any type of missteps that could ruin all the work previously done. In
order to increase the percentage of sales closed, there are closing the sale techniques
that sales reps use. The image below explains several of these techniques.
Sharp Angle Close
Opinions Count
Something for
Nothing
Ben Franklin
Level with Me
Direct Close
•Asks consumer if they meet requested need/want then they can make the deal
•Used as a trial close to try to close the sale but give the consumer an out
•"If I can get it in red, will you buy it?"
•Adds "in your opinion" to questions to allow a follow up from rep to change consumer's opinion
•Opinions are easier to be changed than facts
•"In your opinion , is the price to high?"
•Gives a freeby to consumer to close the deal
•Consumer feels like they won an extra something
•"If I get you a free case, will you buy the phone?"
•Develops a pros and cons list to evaluate buying situation
•Need to have ensure there are more pros before using technique
•"Can we list the pros and cons of buying the car first?"
•Puts the consumer on the defensive to and lets the consumer explain why they haven't
purchased yet
•Asks question usually with the term "level with me" then remain quiet
•"Level with me, have I failed to show you why you should buy this house?" Then be quiet
•Bluntly asks consumer for their business
•Quickest to secure business but can quickly fail, need to have confidence in yes prior to asking
•"So, are we ready to go buy to the register and order this for you?"
Sources:
http://smallbusiness.chron.com/top-10-sales-closing-techniques-learn-seal-deal-70629.html