Pearl Lemon sales will showcase in this article traditional and modern sales management training tips to better train sales reps to close sales.
Closing techniques traditionally used in sales
There are some psychological tricks used in traditional sales closing techniques to give the final push. Let’s look at two.
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1. Don’t wait, close now
The salesperson includes a special benefit in their offer so that the customer buys right away. Examples include:
There will be no more at this price.
Customers who sign up today will receive a 20% discount.
When you commit to purchase now, you will be prioritized for implementation right away.
A sense of urgency is created by this technique and can be utilized when a prospect wants to buy, but for some reason is not pushing the button.
Also, you get the person’s complete attention while you’re talking with them, so you easily close a sale. A discount or promotion should always be accompanied by value.
2. Closing remarks
When employing this closing technique, the salesperson repeats the benefits and value of the items the prospect will purchase (in an attempt to get them to sign).
The more clearly you present previously agreed-upon points, the more likely prospects are to understand what they are getting.
Untraditional Sales Closing Techniques
The traditional closing methods probably seem out-of-date. In light of the rise of inbound sales, you might consider them a little too “sales.”
A closing should encompass each and every incremental agreement you secure during the sales process – not just the moment that the order is completed.
Presumptive Closes
The power of positive thinking is used in this closing technique. It can have a profound effect on the rest of the sales process if you believe you will close the deal from the very first email outreach.
Throughout the sales process, you should keep an eye on your prospects’ interests, engagement, and objections. Ask, “Did this meeting meet your expectations?” after a call or presentation.
After introducing them to new information, you should ask, “Now that you have this information, does this seem like it has value for your business? Does this address a particular need or complaint?”
You will bring a level of authority and direction to your sales process if you keep your ear to the ground and assume good intentions from the start.
A takeaway is closing
If you have kids, you have probably noticed that they want a toy more when it’s taken away from them. Take advantage of the same psychological principle when you are dealing with prospects.
Offer the discounted offer to them in place of removing a feature or service that they balk at. Rather than thinking about the discounted price, they’ll probably think about the part you removed.