The BEST Sales Closing Tip You'll Ever Read!

Arguably the most important part of the sales process, closing the sale is the difference between winning and losing the sale. Without a close, you don't have a sale!

With an average of 7 people now involved in most buying decisions, it's never been more difficult to get those deals. Sales people can spend a lot of time and resource prospecting, meeting, finding out needs, preparing solutions, quoting and relentlessly following up their potential customers. The problem is, unless they can close that sales opportunity, that effort could be wasted.

So how can you close the sale?

It's important to look for closing opportunities at every stage of the sales cycle. That could including closing the sale, or at least closing a stage of the cycle to be able to move to the next stage. There are plenty of great closing techniques out there, including:

Asking for the trial close - This technique involves asking for a soft close, to see whether the customer is getting ready for the real close. This could include, "So when are you looking to book this in?"

The porcupine method - This method is based on how you would react to someone throwing a porcupine at you. You would either dodge it, or catch it and throw it back. When a customer asks you a question, you answer it with another question that allows you to get closer to the sale.

Sharp angle close - When the customer asks you for something, whether it's a discount or specific date, you ask "If I can provide you with that today, will you buy today?".

The something for nothing - Adding a free add on to the sale to incentivize the customer to buy now. People often feel obliged to return the favor if you've given them something for free.

Cards on the table - Sometimes being honest with your customer is a great closing technique. Place your cards on the table and ask the customer to place theirs, being honest about all the variables surrounding the sale. You should then be able to identify what is required to close.

The deadline - Either offering a price, discount or incentive that has an impending deadline to it. This puts a little pressure to help encourage the customer to make a decision.

These are all great techniques, and with most sales people juggling large pipelines of sales opportunities needing closing, each sales may require a different technique.

But what is the BEST closing tip ever?

Is there one single tip that could help you close ANY and EVERY sales opportunity you have?

Could there be one tip out there that the majority of sales people don't use?

Research shows that the majority of buyers state the number one reason a sales person doesn't win the sale is....

They quite simply don't ask for the sale!

Whilst it may seem obvious, the best closing tip you'll ever read is to...

JUST ASK FOR THE CLOSE!

If you look back at all your lost opportunities or current opportunities, how many could you have won or could you win if you actually just asked for the sale? Do you find yourself or your sales team waiting for the customer to come to you?

Take control of the sale, manage expectations from the start and always look for opportunities to close the sale and get the deal. When you find an opportunity to close, ask for it!

A very simple and obvious tip, but yet the vast majority of lost sales are down to sales rep just not asking for the sale!

What do you think?

Do you have a good closing tip?

Please write your thoughts and tips in the comments box.

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