Mastering Sales: Techniques to Close More Deals in 2024
Warren Miles-Pickup
Owner - Pixel True | Owner - Pixel Copy | Owner Pixel Publishing | Founder - Marketing Motivators
Are you struggling to make sales and close deals? We’ve all been there before where you’ve done everything you can to secure a sale, but the prospect leaves without taking any action.? As a business owner, or sales professional,? there is always the goal of making sales, but there are many methods you can use to approach this.?
Sales Techniques to Close More Deals?
Choosing which technique to use will differ based on the prospect or potential prospect that you’re trying to bring in. Choose a technique that compliments the prospect and will be the most beneficial way to get them to see the benefits of your product or service.?
The Summary Close?
The Summary Close is one of the most known and used sales tactics for different markets as it is a flexible way to close a deal with different prospects. This method includes giving the prospect a summary of your business and the benefits that will come with a purchase. Reiterating the values and benefits that come with your service or product will help to tie it in with the needs of the client or prospect.?
Prospects that seem already interested in what you are offering and those who seem to be asking questions to gain more knowledge about your service or product would do well with a summary close.?
Example: “We provide content creation, hashtag generation, captions, and full scheduling for your content. We also will handle all engagement, DM responses, and we will set up a photoshoot for your business. When is a good time to schedule our first call?”
The Assumptive Close?
The Assumptive Close is a technique that uses confidence to ensure your prospect that your product or service will help solve their problem. Essentially, this means speaking as if the sale has already been made such as by discussing next steps, delivery options, or other plans to move the progress forward. This particular close option is perfect for B2B sales and when using this technique it’s important to listen to the prospect’s interests, concerns, and overall engagement when speaking to them. The key to this technique is to assume the prospect has already decided to make a purchase.?
Example: “We have the fridge, the microwave, and the smart technology add-on. When will you be available for delivery?”
The Urgency Close?
The Urgency Close is a technique where pushing urgency is the main drive for a sale. Most times we see this kind of close being done as a one-time offer, a deal that’s expiring soon, or an incentive for a prospect’s first purchase. The key to this technique is to ensure the prospect feels the need to purchase sooner rather than later and to put pressure on them to make a decision swiftly.?
Use this technique on prospects that seem hesitant toward a sale but they have shown interest in a discount or other incentive. If they are on the fence about the product or service, this might be the perfect closing technique to get a sale from them.?
Example: “We have a 30% discount for customers who sign up today only.”?
The Question Close?
The Question Close is a method that will allow you to ask questions that will prompt a sale. Asking yes or no questions can help see the intentions of the buyer and ensure that your product will help solve their problems. Asking questions is an essential way to get prospects to think about how your product or service will benefit them. This technique is great if you’re unsure if a prospect is ready to make a sale, a question close will allow you to gauge where their decision sits while leaving the floor open for more selling if they aren’t ready for a purchase.?
Example: “Does what I’m offering sound like it will solve your problem and meet your goals?”?
The Objection Close?
The Objection Close method is the best technique to use if your prospect seems to be stalling the sale or doesn’t jump on a deal with other methods. This particular close is for prospects who are hesitant but you’re not sure why they are stalling the sale. Once you’ve asked the question for the objection close, listen to their response and ease their mind about their reasoning for not purchasing in that moment.?
Example: “Brianna, is there something stopping you from making a purchase today?”
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The Direct Close?
The Direct Close method is the strongest and most direct approach to getting a sale. Essentially, this is simply asking for the person to make an order or buy your product. This is perfect for those prospects that you want to make a decision through their uncertainness. This particular technique is great for prospects that have already shown a clear interest in purchasing.?
Example: “Are you ready to take the next steps and sign up for our software?”?
The Sharp Angle Close?
The Sharp Angle Method is the perfect option if your prospect mentions something about your product or service that they don’t like or that they want to change. This is your opportunity to accommodate the prospect or offer them another angle, while then closing the deal immediately after. This technique is beneficial for a prospect who is asking for one last deal, discount, or add-on before completing a purchase. It’s important to ensure that you have the ability to honor their request upon selling before offering a sharp-angle close. This technique is used to catch the propest by surprise.?
Example: Prospect “Could you add on 6 months to the warranty?”?
Salesperson “Sure I can do that. If I do that for you, are you ready to complete the sale today?”
The Soft Close?
The Soft Close is sometimes the method said to give you a higher chance of a sale, and in some cases, it might, but it’s important to understand your prospect before doing a soft close. This method is asking for a sale without directly asking for it or being pushy about your product. Using various techniques to talk about your product and make your product or service seem more of a solution for the prospect, rather than a sale. This technique takes a bit more time as it focuses on the moments prior to a sale, but the outcome is often beneficial for those who seem hesitant to jump on a deal.
Example: “Would you like my help in getting your social media fully set up for you?”
Tips for Closing Deals Successfully?
It’s not just about closing a deal and knowing what technique to use, there are so many other things that need to be done to close deals successfully. Here are a few tips to keep you on track to close your deals successfully and make the sales that you’re aiming for.?
Tailor Strategy to Prospect
A technique to close a deal might work on one person, but not the other person. It’s essential to know how to navigate conversations and adjust when needed to get a sale. Reading prospect cues and gaining insight into their thoughts as you are “selling” to them can help you choose which closing technique to use, which can more easily close the sale.?
Ask The Right Questions?
Asking the right questions can make more of a difference than you think it will. Some things to remember are not to ask for a sale too early on and ensure that you’re solving a problem first. Asking yes or no questions can get you straightforward responses from the prospect and it can help you see where their pain point might be.?
Here are some tips for asking the right question:?
Know When To Leave The Deal Open
Sometimes the deal just isn’t going to happen and that’s okay. Part of being in sales or owning a business is to know that not every deal will be a successful close. If a prospect is not biting and doesn’t seem to be as interested, then this is your chance to leave it as is, but with an opening in case they would like to revisit it in the future.? One way to accomplish this is by simply connecting with them on a business platform such as LinkedIn. Another way to do this is with a follow-up email that explains the benefits, and what you discussed, and you can even throw in an offer for incentive.
Successful deals don’t always happen, but choosing a technique fit for your prospect and ensuring that you’re asking all the right questions can lead you to a deal. Remember the importance of gauging the conversation, and listening to prospect responses and questions, while always keeping the floor open for more selling.?